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The Challenger Sale: Taking Control of the Customer Conversation Hardcover – Nov 15 2011


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Product Details

  • Hardcover: 240 pages
  • Publisher: Portfolio Hardcover (Nov. 15 2011)
  • Language: English
  • ISBN-10: 1591844355
  • ISBN-13: 978-1591844358
  • Product Dimensions: 16.2 x 2.3 x 23.5 cm
  • Shipping Weight: 454 g
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (10 customer reviews)
  • Amazon Bestsellers Rank: #927 in Books (See Top 100 in Books)

Product Description

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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Format: Kindle Edition Verified Purchase
The research is extensive and very well articulated. Whether you agree with the sales profiles presented it is a thought provoking read and well worth the time investment. Easily one of the top 5 sales strategy books you will read.
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Format: Kindle Edition Verified Purchase
While it might be argued that the message of this book could be simplified to the notion that there is a paucity of skills, experience and training in critical thinking, that would underestimate the cognitive power of a new frame, a body of evidence, story-telling...hey wait a minute, they just sold me using the method they advocate....
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Format: Audio CD Verified Purchase
Short and sweet audio book of the Challenger Sale. The book defined the key points to care in today's society.

Will recommend to everyone.
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By Mary Buffa on Dec 3 2013
Format: Hardcover Verified Purchase
Great Book - Every sales person in this era of selling, should read this book. The tips and info they provide really work
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Format: Hardcover Verified Purchase
Some interesting ideas presented here -- now only to get our sales team onboard! Members of large professional services firms (accounting, consulting) won't be too surprised by what they read on these pages.
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