The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon, Brent Adamson

Hardcover

$26.06 $28.95 Save 10% Current price is $26.06, Original price is $28.95. You Save 10%.
View All Available Formats & Editions
Choose Expedited Shipping at checkout for guaranteed delivery by Thursday, October 24

Customer Reviews

Most Helpful Customer Reviews

See All Customer Reviews

The Challenger Sale: Taking Control of the Customer Conversation 3.9 out of 5 based on 0 ratings. 10 reviews.
RolfDobelli More than 1 year ago
In a field where new approaches and insights are rare, this book is a standout. Consultants Matthew Dixon and Brent Adamson spell out their business-to-business (B2B) sales construct, the “Challenger Sales Model,” overturn a few old assumptions (like Relationship Builders sell best) and set a new course for well-informed salespeople. Their innovative methods – drawn from research by the Sales Executive Council of the CEB, a global member-based advisory company – offer a new take. The book details an impressive, data-based B2B sales tactic, starting with helping you understand your sales personality type and explaining why you want to teach, tailor your message to and challenge your clients. Drawing from a survey of 6,000 sales reps, they explain what information to gather, how to present it and how to challenge your customers. getAbstract recommends their instructions to B2B sales professionals and to executives in sales management. To take a big step forward in planning and closing B2B sales, line up at this starting gate.
JoshW45 More than 1 year ago
One of the best sales books I've ever read. It'll change the way you think about sales. I was surprised to learn the challenger was the most effective seller. I always thought it was the outgoing friendly type who sold the most.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
I do not think this book is useful in the field. It has no concrete points or direction. If you would like to read a book and feel like you've been robbed of your money or learned and gained nothing after you have finished then this is the book for you. I would recommend author Simon Hazeldine and Bare Knuckle Selling. It is cheaper and more satisfying!
Anonymous More than 1 year ago
Why is this ebook 66% more on B&N?