Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. Like Spin Selling, Challenger Sale researched 6,000+ salespeople and 90+ companies across dierent industries to determine the characteristics and approaches that successful sales reps take, and. Neil Rackham, author of the mega-bestseller Spin Selling, called Challenger Sale The most important advance in selling for many years.
They are assertive, pushing back when necessary and taking control of the sale.Īny sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. In the Challenger Sale, Matt Dixon and Brent Adamson lay out the ideas and strategies behind some of the most successful sales teams - and reps - today. They tailor their message to the customer's specific needs. from the Graduate School of Public and International Affairs at the University of Pittsburgh. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. Matthew Dixon is a managing director with the sales and marketing practice of the Corporate Executive Board in Washington, DC.He holds a Ph.D. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. The Challenger Sale argues that classic relationship-building is the wrong approach. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. The best salespeople don't just build relationships with customers.
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. In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers.
It is engaging, fact-based, and well-written. 'The Challenger Sale', written by Matthew Dixon and Brent Adamson of CEB, and published in 2011 remains in my opinion one of the most impactful sales books from this decade. THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD It clarifies that while all sales types can be successful-an.