- Buy this product and stream 90 days of Amazon Music Unlimited for free. E-mail after purchase. Conditions apply. Learn more
The Challenger Sale: How To Take Control of the Customer Conversation Paperback – 7 Feb 2013
|New from||Used from|
Audible Audiobooks, Unabridged
- Choose from over 13,000 locations across the UK
- Prime members get unlimited deliveries at no additional cost
- Find your preferred location and add it to your address book
- Dispatch to this address when you check out
Special offers and product promotions
Frequently bought together
Customers who viewed this item also viewed
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
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.
Customers who bought this item also bought
There was a problem filtering reviews right now. Please try again later.
This book is based on research by people who are analyst's and never been in sales, and it shows by the assumptions they make based on the data versus the real world.
For me, its fundamental mistake is believing they have the whole spectrum of sales people included in the research. How many of you hitting your number, earning well would take time out of your day to do surveys for these people?
Rather strikes me that the follow up novel tries to correct all the flaws in this one, but if you are new they could be worth the read, but remember, there are volumes of theories all backed up with data to prove that their process works, so take the bits that are relevant from all you meet, and then weave your own magic until you find your personal style that works.
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.