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The Challenger Sale: Taking Control of the Customer Conversation by [Matthew Dixon, Brent Adamson]
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The Challenger Sale: Taking Control of the Customer Conversation Kindle Edition

4.4 out of 5 stars 1,660 ratings

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Length: 230 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Editorial Reviews

Review

“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the pro­fession. These breakthroughs, marked by radical new thinking and dra­matic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.”

—Professor Neil Rackham, author of SPIN Selling, from the foreword

“The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery.”

—Dan James, former chief sales officer, DuPont

 

“This is a must-read book for every sales professional. The authors’ groundbreak­ing research explains how the rules for selling have changed—and what to do about it. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success.”

—Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing

“Groundbreaking, timely, and disciplined research—presented in a way that is both intuitive and completely actionable—that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment.”

—Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services

The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer.”

—Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals

“There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales orga­nization, The Challenger Sale is a must-read.”

—Tom Meek, vice president, sales, Henkel Adhesives Technologies

About the Author

Matthew Dixon is a managing director and Brent Adamson is a senior director with Corporate Executive Board's Sales Executive Council in Washington, D.C.

About Corporate Executive Board
By identifying and building on the proven best practices of the world's best companies, Corporate Executive Board (CEB) helps senior executives and their teams drive corporate performance. CEB tools, insights, and analysis empower clients to focus efforts, move quickly, and address emerging and enduring business challenges with confidence.

For more information visit
www.executiveboard.com
www.thechallengersale.com

--This text refers to an alternate kindle_edition edition.

Product details

  • File Size : 11088 KB
  • Publication Date : November 10, 2011
  • Word Wise : Enabled
  • Print Length : 230 pages
  • Publisher : Portfolio (November 10, 2011)
  • ASIN : B0052REP7K
  • Language: : English
  • Text-to-Speech : Enabled
  • Enhanced Typesetting : Enabled
  • X-Ray : Enabled
  • Lending : Not Enabled
  • Customer Reviews:
    4.4 out of 5 stars 1,660 ratings

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4.4 out of 5 stars
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1,660 global ratings
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Reviewed in the United States on November 30, 2011
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Top reviews from other countries

Gixersan
2.0 out of 5 stars This Really Is Nothing New And Assumes Much
Reviewed in the United Kingdom on March 1, 2019
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Jules
3.0 out of 5 stars At times it reads a little bit like an academic paper
Reviewed in the United Kingdom on April 29, 2017
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Chris on Amazon
4.0 out of 5 stars Interesting concepts, although much of book is spent on ...
Reviewed in the United Kingdom on December 8, 2017
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4.0 out of 5 stars The Challenger Sale by Tevin GM
Reviewed in the United Kingdom on March 20, 2017
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5.0 out of 5 stars A must read book for any business person
Reviewed in the United Kingdom on August 3, 2016
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