The Challenger Sale: How To Take Control of the Customer Conversation Paperback – 7 Feb 2013
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The most important advance in selling for many years. (Neil Rackham, author of SPIN Selling)
About the Author
Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.
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At times it reads a little bit like an academic paper, with numerous references like ‘more of this in chapter X’ or ‘as we discussed in X’, but the message is clear, the identification is well made and the joint authorship flows well.
Curiously, for me at least, the book doesn’t follow the challenger sale concept in talking about the potential of the CEB (formerly the Corporate Executive Board), but maybe that is because I have experienced its services first hand and so I already know about the benefits it offers.
Starting a career in Sales, I am actually looking forward to applying a strategy that seems so unnatural. The concepts explained in the book make sense, now let's see how it translate in sales in my reality. Tevin GM
Well written with very practical explanations, it had me nodding my head from page 1. And I absolutely must disagree from the detractors (some scoring this book as a 1-star?!). I have a small business, with less than 10 employees, and The Challenger Sale is very, very relevant to me.
If you are looking for some quick sales steps and guidelines to sell (uncomplicated) widgets, then perhaps this is not the best starting point. If you are a business owner / manager, or a sales professional of ANY description, this is a must-read.
I have recommended this book to 5 other people (so far!).
The thing that intrigued me was the suggestion that we should challenge customers for best results ultimately. For sure relationships, etc. are key the premise of this book is that customers will see value in a person/organisation that takes time to understand their business and then challenge the accepted wisdom where appropriate.
Whilst still midway though the book, it is an interesting read and I'll reserve judgement til the end - although so far, so good.
More for a business than an individual, if you are looking for new ideas for your business on how to increase sales through real value differentiation this is a great concept and if everyone works together can make a massive difference.
Also good for an individual, I am trying to use the tactics in my solution selling process. Must read for ANY sales professional.
* It recognises that the internet has empowered customers and that they cannot be 'managed' through a traditional sales cycle.
* It also identifies the need to change the organisation to work more effectively with prospects and customers. This requires an internal change initiative which will not be easy, based on my own experience of such programmes. However, the results are worth the effort.
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