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The Challenger Sale: Taking Control of the Customer Conversation Hardcover – Nov 10 2011
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“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
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Top Customer Reviews
I would be interested in seeing if there is a version of this model that any one sales person could leverage techniques for other than having a complete corporate sales overhaul. IF this exists, someone please let me know as this book has some really strong points and has helped gain me some new business... but if your company isnt looking to invest in this overhaul and do the research the book is helpful but not practical for the individual sales person looking to overachieve targets using these methodologies.
Very good read - new take on an old industry
Most recent customer reviews
Its a good read, however its set up more from a manager's perspective as opposed to a sales person's prospective but overall pretty good.Published 1 month ago by Amazon Customer
This book is must read, even if it does not pertain to your industry there's a lot of great info here.Published 14 months ago by Chad Turner
Great book. Has me thinking about things differently. I'm using this approach all ready, and I still have several chapters to complete.Published 22 months ago by David J Jones