The challenger sale : taking control of the customer conversation /
Dixon, Matthew, 1972-
The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson. - New York : Portfolio/Penguin, 2011. - xvi, 221 p. : ill. ; 24 cm.
Includes index.
The evolving journey of solution selling -- The challenger selling model -- Teach me something I don't know -- The teaching conversation -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters.
What is 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. And 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. -- Jacket.
1591844355 9781591844358
2011026907
Customer relations.
Sales management.
Selling.
The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson. - New York : Portfolio/Penguin, 2011. - xvi, 221 p. : ill. ; 24 cm.
Includes index.
The evolving journey of solution selling -- The challenger selling model -- Teach me something I don't know -- The teaching conversation -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters.
What is 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. And 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. -- Jacket.
1591844355 9781591844358
2011026907
Customer relations.
Sales management.
Selling.