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The Challenger Sale: Taking Control of the Customer Conversation Hardcover – November 10, 2011

4.4 out of 5 stars 1,200 ratings

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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


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Customer reviews

4.4 out of 5 stars
4.4 out of 5
1,200 customer ratings
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Top international reviews

Gixersan
2.0 out of 5 stars This Really Is Nothing New And Assumes Much
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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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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
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5.0 out of 5 stars A must read book for any business person
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Don Wiid
5.0 out of 5 stars Amazing insights for a complex, consultancy business
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Paul_O
4.0 out of 5 stars Interesting new sales theory
Reviewed in the United Kingdom on May 4, 2013
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MP
5.0 out of 5 stars This book will help you become a better salesman.
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Harry Cruickshank
4.0 out of 5 stars Interesting perspective on modern selling
Reviewed in the United Kingdom on April 12, 2013
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Terry Pullin
5.0 out of 5 stars Up to date sales book
Reviewed in the United Kingdom on February 9, 2014
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Mark
5.0 out of 5 stars you need to have a good answer. Will certainly help your sales process following ...
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Bob Apollo
5.0 out of 5 stars A must read for anyone in a B2B complex sales environment
Reviewed in the United Kingdom on July 14, 2012
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4.0 out of 5 stars Interesting read
Reviewed in the United Kingdom on April 15, 2014
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Mitchell Omer
5.0 out of 5 stars Ignore the skeptical reviews
Reviewed in the United Kingdom on March 16, 2015
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