The Challenger Sale Book

The Challenger Sale


  • Author : Matthew Dixon
  • Publisher : Penguin
  • Release Date : 2011-11-10
  • Genre: Business & Economics
  • Pages : 240
  • ISBN 10 : 9781101545898

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The Challenger Sale Book Description :

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. 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. 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. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. 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 highe

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The Challenger Sale


  • Author : Matthew Dixon
  • Publisher : Penguin UK
  • Release Date : 2013
  • Genre: Customer relations
  • Pages : 240
  • ISBN 10 : 9780670922857

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The Challenger Sale Book Description :

In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge themWhat'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.Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.The Challenger Sale argues that classic relationship-building is the wrong approach. 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.Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.www.executiveboard.comwww.thechallengersale.com

The Challenger Sale Book

The Challenger Sale


  • Author : Matthew Dixon
  • Publisher : Penguin UK
  • Release Date : 2012-10-01
  • Genre: Business & Economics
  • Pages : 240
  • ISBN 10 : 9780670922864

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The Challenger Sale Book Description :

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them 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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. 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. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. www.executiveboard.com www.thechallengersale.com

SUMMARY  The Challenger Sale  Taking Control of the Customer Conversation  BY Matthew Dixon   Brent Asamson   The MW Summary Guide Book

SUMMARY The Challenger Sale Taking Control of the Customer Conversation BY Matthew Dixon Brent Asamson The MW Summary Guide


  • Author : The Mindset Warrior
  • Publisher : K.P.
  • Release Date : 101
  • Genre: Study Aids
  • Pages :
  • ISBN 10 :

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SUMMARY The Challenger Sale Taking Control of the Customer Conversation BY Matthew Dixon Brent Asamson The MW Summary Guide Book Description :

An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer to in the future? ✅ In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.. NOTE: To Purchase the "The Challenger Sale"(full book); which this is not, simply type in the name of the book in the search bar of your bookstore.

The Challenger Customer Book

The Challenger Customer


  • Author : Brent Adamson
  • Publisher : Penguin
  • Release Date : 2015-09-08
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9780698406186

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The Challenger Customer Book Description :

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they ta

SUMMARY  the Challenger Sale  Taking Control of the Customer Conversation Book

SUMMARY the Challenger Sale Taking Control of the Customer Conversation


  • Author : The Mindset Warrior
  • Publisher : Createspace Independent Publishing Platform
  • Release Date : 2017-12-24
  • Genre:
  • Pages : 44
  • ISBN 10 : 1982017090

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SUMMARY the Challenger Sale Taking Control of the Customer Conversation Book Description :

An Easy to Digest Summary Guide... ” BONUS MATERIAL AVAILABLE INSIDE “ If you're looking for alternative methods to heal from certain diseases or you're simply looking to recharge your mitochondrial health for a more energizing life experience, you're going to want to read this one.. The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? Maybe you haven't read the book, but want a short summary to save time? Maybe you'd just like a summarized version to refer to in the future? In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.... NOTE: To Purchase the "The Challenger Sale"(full book); which this is not, simply type in the name of the book in the search bar of Amazon

The Challenger Sale    in 30 Minutes Book

The Challenger Sale in 30 Minutes


  • Author :
  • Publisher : Callisto Media Inc
  • Release Date : 2013-07-02
  • Genre: Business & Economics
  • Pages : 42
  • ISBN 10 : 9781623152093

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The Challenger Sale in 30 Minutes Book Description :

0 0 1 275 1574 Callisto Media 13 3 1846 14.0 Normal 0 false false false EN-US JA X-NONE /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:Cambria; mso-ascii-font-family:Cambria; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Cambria; mso-hansi-theme-font:minor-latin;} The Challenger Sale ...in 30 minutes is your guide to quickly understanding the important sales lessons outlined in the best-selling book The Challenger Sale: Taking Control of the Customer Conversation. In The Challenger Sale, best-selling authors Matthew Dixon and Brent Adamson reveal the key to being a successful salesperson, even in the midst of a global recession. Through massive global research and data collected from more than ninety companies, the authors reveal that the best method for closing sales is to use a style called the “Challenger sale.” The Challenger sale is a unique strategy in which a salesperson challenges and confronts the beliefs of a customer and pushes him out of his comfort zone. Through their detailed research, Dixon and Adamson make the compelling argument that you do not have to build a relationship to make a sale—instead, you have to use a Challenger sale to push your customers to think differently about what they need, and then give them a solution. The Challenger Sale is a necessary guidebook for both salespeople and sales managers who want to increase their sales across the board. Use this helpful guide to understand The Challenger Sale in a fraction of the time, with tools such as: · Concise synopsis, which examines the principles of The Challenger Sale · In-depth analysis of useful concepts from The Challenger Sale, such as "Solution Sales" and "Challenging t

Summary of Matthew Dixon   s The Challenger Sale by Swift Reads Book

Summary of Matthew Dixon s The Challenger Sale by Swift Reads


  • Author : Swift Reads
  • Publisher : Swift Reads
  • Release Date : 2019-06-28
  • Genre: Study Aids
  • Pages : 35
  • ISBN 10 :

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Summary of Matthew Dixon s The Challenger Sale by Swift Reads Book Description :

The Challenger Sale: Taking Control of the Customer Conversation (2011) shows companies how assertive sales representatives can increase profits and create repeat customers. Authors and entrepreneurs Matthew Dixon and Brent Adamson use the results of interviews with more than 5,000 sales representatives to outline five different profiles most employees fit into... Purchase this in-depth summary to learn more.

Summary   Analysis  The Challenger Sale by Matthew Dixon and Brent Adamson  Taking Control of the Customer Conversation Book

Summary Analysis The Challenger Sale by Matthew Dixon and Brent Adamson Taking Control of the Customer Conversation


  • Author : Black Book
  • Publisher : Independently Published
  • Release Date : 2019
  • Genre: Study Aids
  • Pages : 52
  • ISBN 10 : 1793906963

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Summary Analysis The Challenger Sale by Matthew Dixon and Brent Adamson Taking Control of the Customer Conversation Book Description :

Book Summary of the Challenger Sale: Taking Control of the Customer Conversation The Challenger Sale is about the often-difficult selling process. It first reviews the last big breakthroughs in the industry. Those are: In the earliest of times, in many industries, the sales person also acted as the collections department. So, the first big breakthrough was learning to separate those two functions to allow sales representatives to do what they do best - and that is sell. The second breakthrough came in 1925 when we gained a better appreciation for open ended questions. It was when salesmen began to listen more than speak. It was referred to as spin selling or consultative selling. The third event happened in the 1970s when the results of a 12-year study were revealed. Over 35,000 sales calls were assessed and the results were not necessarily considered a break through, but it was a significant improvement because the information gleaned from the study was insight regarding selling complex products and services versus selling simpler products. For more information click on the BUY BUTTON!!!!

The Effortless Experience Book

The Effortless Experience


  • Author : Matthew Dixon
  • Publisher : Penguin
  • Release Date : 2013-09-12
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9780698137585

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The Effortless Experience Book Description :

Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, alo

The Challenger Sale     in 30 Minutes   the Expert Guide to Matthew Dixon and Brent Adamson s Critically Acclaimed Book Book

The Challenger Sale in 30 Minutes the Expert Guide to Matthew Dixon and Brent Adamson s Critically Acclaimed Book


  • Author : The 30 Minute Expert Series
  • Publisher :
  • Release Date : 2013-07
  • Genre:
  • Pages : 42
  • ISBN 10 : 1623152089

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The Challenger Sale in 30 Minutes the Expert Guide to Matthew Dixon and Brent Adamson s Critically Acclaimed Book Book Description :

The secret to success is not merely building relationships; it's challenging them. The Challenger Sale ...in 30 minutes is the essential guide to quickly understanding the important lessons outlined in coauthors Matthew Dixon and Brent Adamson's best-selling book, The Challenger Sale. Understand the key ideas of The Challenger Sale in a fraction of the time, using this guide's: Concise synopsis, which examines the principles of The Challenger Sale In-depth analysis of key concepts, such as "Solution Sales" and "Challenging the Core Sales Staff" Practical applications for incorporating the Challenger sales style into your business's sales strategies and marketing techniques Insightful background on coauthors and senior directors for the Corporate Executive Board Matthew Dixon and Brent Adamson Extensive recommended reading list and glossary In The Challenger Sale, best-selling authors Matthew Dixon and Brent Adamson present the findings of their worldwide investigation into why some salespeople continue to close deals on large accounts even during a global recession. Utilizing the data collected from over ninety companies, the authors discovered that most salespeople fell into one of five categories, the most effective (by far) being the Challenger sales style. More than half of all business sales are made by Challenger salespeople, whose unique strategies--confronting the beliefs of the customer, rejecting the status quo, and pushing the customer out of his comfort zone--prove that relationship building is not as effective a sales tool as sales executives tend to think. The new gold standard in sales, according to the authors, is to help customers think differently about their needs while presenting them with new solutions. An insightful guidebook for both salespeople and their managers, The Challenger Sale provides effective techniques for increasing an organization's customer loyalty, growth, and success. About the 30 Minute Expert Series The 30 Minute Expert Seri

SPIN    Selling Book

SPIN Selling


  • Author : Neil Rackham
  • Publisher : Routledge
  • Release Date : 2020-04-28
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9781000154573

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SPIN Selling Book Description :

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Insight Selling Book

Insight Selling


  • Author : Mike Schultz
  • Publisher : John Wiley & Sons
  • Release Date : 2014-04-30
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9781118875063

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Insight Selling Book Description :

What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer. Theystudied more than 700 business-to-business purchases made by buyerswho represented a total of $3.1 billion in annual purchasing power.When they compared the winners to the second-place finishers, theyfound surprising results. Not only do sales winners sell differently, they sellradically differently, than the second-place finishers. In recent years, buyers have increasingly seen products andservices as replaceable. You might think this would meanthat the sale goes to the lowest bidder. Not true! A new breed ofseller—the insight seller—is winning the sale withstrong prices and margins even in the face of increasingcompetition and commoditization. In Insight Selling, Schultz and Doerr share thesurprising results of their research on what sales winners dodifferently, and outline exactly what you need to do to transformyourself and your team into insight sellers. They introduce asimple three-level model based on what buyers say tip the scales infavor of the winners: Level 1 "Connect." Winners connect the dots betweencustomer needs and company solutions, while also connecting withbuyers as people. Level 2 "Convince." Winners convince buyers that they canachieve maximum return, that the risks are acceptable, and that theseller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers bybringing new ideas to the table, delivering new ideas and insights,and working with buyers as a team. They also found that much of the popular and current advicegiven to sellers can damage sales results. Insight Sellingis both a strategic and tactical guide that will separate the goodadvice from the bad, and teach you how to put the three levels ofselling to work to inspire buyers, influence their agendas, andmaximize value. If

Selling to VITO the Very Important Top Officer Book

Selling to VITO the Very Important Top Officer


  • Author : Anthony Parinello
  • Publisher : Simon and Schuster
  • Release Date : 2010-07-15
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9781440506697

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Selling to VITO the Very Important Top Officer Book Description :

How can salespeople navigate the obstacle course of administrative assistants, lower-level executives, and corporate guardians to reach their objective? This book offers innovative ideas and street-smart moves to reach the decision-makers in any organisation.