TY  - BOOK
AU  - Dixon,Matthew
AU  - Adamson,Brent
TI  - The challenger sale: taking control of the customer conversation 
SN  - 1591844355
PY  - 2011///
CY  - New York
PB  - Portfolio/Penguin
KW  - Customer relations
KW  - Sales management
KW  - Selling
N1  - 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
N2  - 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
ER  -