The Challenger Sale

How To Take Control of the Customer Conversation

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Summary

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD

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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.

Their conclusion? The best salespeople don't just build relationships with customers. They challenge them.

Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.
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'If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!' Amazon Reader Review

'Read it, think about it, implement it. You, and your organization, will be glad you did' Professor Neil Rackham, author of SPIN Selling

Reviews

Read it, think about it, implement it. You, and your organization, will be glad you did
Professor Neil Rackham, author of SPIN Selling

About the authors

Matthew Dixon

BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review.

MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review.

PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to Forbes and the Harvard Business Review.

NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review.

CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders, and their teams with insight and actionable solutions to transform operations.

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