The Challenger Sale
Taking Control of the Customer Conversation
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Recommendation
In a field where new approaches and insights are rare, this book is a standout. Consultants Matthew Dixon and Brent Adamson spell out their business-to-business (B2B) sales construct, the “Challenger Sales Model,” overturn a few old assumptions (like Relationship Builders sell best) and set a new course for well-informed salespeople. Their innovative methods – drawn from research by the Sales Executive Council of the CEB, a global member-based advisory company – offer a new take. The book details an impressive, data-based B2B sales tactic, starting with helping you understand your sales personality type and explaining why you want to teach, tailor your message to and challenge your clients. Drawing from a survey of 6,000 sales reps, they explain what information to gather, how to present it and how to challenge your customers. getAbstract recommends their instructions to B2B sales professionals and to executives in sales management. To take a big step forward in planning and closing B2B sales, line up at this starting gate.
Take-Aways
About the Authors
Matthew Dixon is an executive director and Brent Adamson is the managing director of the Sales Executive Council of the CEB, a member-based advisory company. The SEC does sales productivity research for its 300 member organizations as well as for its 18,000 sales professionals.
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