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    The Challenger Sale: Taking Control of the Customer Conversation (Paperback) By (author) Matthew Dixon, By (author) Brent Adamson

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    DescriptionIn The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.


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  • Full bibliographic data for The Challenger Sale

    Title
    The Challenger Sale
    Subtitle
    Taking Control of the Customer Conversation
    Authors and contributors
    By (author) Matthew Dixon, By (author) Brent Adamson
    Physical properties
    Format: Paperback
    Number of pages: 240
    Width: 153 mm
    Height: 234 mm
    Thickness: 17 mm
    Weight: 316 g
    Language
    English
    ISBN
    ISBN 13: 9780670922857
    ISBN 10: 0670922854
    Classifications

    BIC E4L: BUS
    Nielsen BookScan Product Class 3: S4.3
    BIC subject category V2: KJS
    BISAC V2.8: BUS058000
    DC23: 658.85
    Publisher
    Penguin Putnam Inc
    Imprint name
    PORTFOLIO
    Publication date
    07 February 2013
    Publication City/Country
    New York
    Author Information
    Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.
    Review quote
    The most important advance in selling for many years. -- Neil Rackham, author of SPIN Selling