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Publisher's Summary

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. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average-performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance.
What they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money.
The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
©2011 Matthew Dixon and Brent Adamson (P)2012 Gildan Media Corp
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Critic Reviews

"The most important advance in selling for many years." (Neil Rackham, author of SPIN Selling)
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Customer Reviews

Most Helpful

By Rodrigo Suguimoto on 12-13-17

The unusual and effective way to sell

Would you listen to The Challenger Sale again? Why?

Yes. The Challenger Sale teaches how a sales rep can create the need for a customer to buy by challenging them with engaging questions. Sales is art and science and we need to be improving it every day. The Challenger Sale is awesome for that.

What did you like best about this story?

The different approach of sales. I've been acting like a relationship sales rep and this wasn't getting me results. By challenging my leads, I started to see in practice that works.

Have you listened to any of Matthew Dixon and Brent Adamson ’s other performances before? How does this one compare?

No.

Was this a book you wanted to listen to all in one sitting?

Definitely.

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By Amazon Customer on 12-21-16

Superb sales book for sales professionals

Eye opener. No sales jargon. Easy to comprehend. It gives framework for sales transformation in an organisation. Teach Tailor & Take control is essential. Must read.

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Customer Reviews

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By JedHoll on 04-29-17

For business to business selling

For B2B selling - this needs to be made very clear - not as relevant for other sales scenarios

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1 of 1 people found this review helpful


By Anonymous User on 02-18-18

Not a great narration

Maybe me but I found the narration very hard to follow and difficult to keep focus... I’ll buy the book as I think the content could be great.

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Customer Reviews

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By Ivan Pyvovarenko on 06-20-17

Expected more from this book given the hype.

An excellent concept with a good explanation of the theory. Personally I would have preferred to hear of more case study examples of the application to make the more engaging.

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1 of 1 people found this review helpful

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