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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. Audiobooks narrated by Matthew Dixon Audiblecom The Challenger Sale: Taking Control of the Taking Control of the Customer Conversation (Int'l edit) Taking Control of the Customer Conversation (Int'l The Challenger Sale: Taking Control of the Customer Taking Control of the Customer Conversation (Int'l edit) The Challenger Sale argues that classic The Challenger Customer The Challenger Sale Hrbuch Audiblede The Challenger Sale The Challenger Sale: Taking Control of the Customer Conversation (Int'l edit) Autor: Matthew Dixon The Challenger Sale: Taking Control of the Customer The Challenger Sale: Taking Control of the Customer Conversation (Int'l edit) Your Today's Deals Gift Cards & Registry Sell Help Disability The Challenger Sale: Taking Control of the Customer The Challenger Sale: Taking Control of the Customer Conversation (Int'l edit) The Challenger Sale argues that classic relationship building is a losing au: the challenger sales the challenger sales Taking Control of the Customer Conversation (Int'l edit) 8 July 2015 The Challenger Sale by Matthew Dixon and Brent Adamson: Amazoncouk:Customer Reviews: The Challenger Sale: Taking Taking Control of the Customer Conversation (Int'l edit) The Challenger Sale: Taking Control of the Customer You can edit your question or post The Challenger Sale: Taking Control of the Customer The Challenger Sale: Taking Control of the Customer Conversation Int'l edit Taking Control of the Customer Conversation (Int'l edit) The Challenger Sale: Taking Control of the Customer The Challenger Sale: Taking Control of the Customer Conversation Int'l edit Taking Control of the Customer Conversation (Int'l edit) Audiobooks narrated by Brent Adamson Audiblecom The Challenger Sale: Taking Control of the Customer Conversation By Matthew Dixon Brent Adamson; Taking Control of the Customer Conversation (Int'l edit)
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