- Hardcover: 240 pages
- Publisher: Portfolio; unknown edition (Nov. 10 2011)
- Language: English
- ISBN-10: 9781591844358
- ISBN-13: 978-1591844358
- ASIN: 1591844355
- Product Dimensions: 16 x 2.2 x 23.6 cm
- Shipping Weight: 227 g
- Average Customer Review: 30 customer reviews
- Amazon Bestsellers Rank: #2,158 in Books (See Top 100 in Books)
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.
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It is no surprise the authors are affiliated with the Corporate Executive Board (CEB). Their book has a similar feel to CEB reports: research-based, clearly written and interesting. The greatest value of the book is in the first sixty percent where the six-step Sales Challenger approach is explained and detailed. The remaining chapters provide guidance on how to coach sales reps on this new approach to selling.
This book is recommended to anyone who participates in sales pitches. I took twenty-one pages of typed notes on how to be a Sales Challenger. I am confident Matthew Dixon's and Brent Adamson's sound research, insights and practical application of techniques will lead to more engaging sales conversations and increased sales.
Build a strong relationship, ask great questions to determine needs, solve problems and work hard was the motto of any of us who read the likes of Zig Ziglar and followed this path. This book goes beyond that. It suggests that top sales performers take control of the customer conversation, teach the buyer something they didn't know before and get them to think differently.
Based on exhaustive study, the book suggests that this is the sales style that decision makers seek - the Salesperson who is provocative and unafraid to speak their mind - even when it differs from the client's perspective.
This is a great read when coupled with Spin Selling by Neil Rackman. Rackman wrote the forward. If you want to read a sales book that will challenge what you think about sales success, then this is a great choice.
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
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