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The Challenger Sale: Taking Control of the Customer Conversation
Matthew Dixon
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Description for The Challenger Sale: Taking Control of the Customer Conversation
Hardback.
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found ... Read more
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found ... Read more
Product Details
Publisher
Penguin Putnam Inc
Format
Hardback
Publication date
2011
Condition
New
Number of Pages
256
Place of Publication
New York, United States
ISBN
9781591844358
SKU
V9781591844358
Shipping Time
Usually ships in 15 to 20 working days
Ref
99-21
About Matthew Dixon
Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.
Reviews for The Challenger Sale: Taking Control of the Customer Conversation
The most important advance in selling for many years. Neil Rackham, author of SPIN Selling 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 ... Read more