The Challenger Sale: How To Take Control of the Customer Conversation
Oct 2012 · Penguin UK
4.6star
35 reviewsreport
Ebook
240
Pages
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About this ebook
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD
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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.
Their conclusion? The best salespeople don't just build relationships with customers. They challenge them.
Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.
______________
'If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!' Amazon Reader Review
'I have been in enterprise software sales for 6 years and can relate to so many scenarios described in the book. I have already noticed significant results and improvements' Amazon Reader Review
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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.
Their conclusion? The best salespeople don't just build relationships with customers. They challenge them.
Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.
______________
'If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!' Amazon Reader Review
'I have been in enterprise software sales for 6 years and can relate to so many scenarios described in the book. I have already noticed significant results and improvements' Amazon Reader Review
Ratings and reviews
4.6
35 reviews
Mikael Nordgren
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July 21, 2017
Details, statistics and breakdown into actionable activities makes this book one of the best I've ever read in the field of sales.
5 people found this review helpful
Cam Davidson
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September 2, 2014
Must read for anyone in complex sales
6 people found this review helpful
Anil Das
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June 15, 2021
AAA BOSS INDIA'S
1 person found this review helpful
About the author
Matthew Dixon is a managing director with the sales and marketing practice of the Corporate Executive Board in Washington, DC.He holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh.
Brent Adamson is Senior Director of Member Advisory Services for the Sales, Marketing, and Communications Practice at the Corporate Executive Board.Brent joined CEB from the University of Michigan Ross School of Business, where he received his MBA.
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