Look inside to learn how The Challenger Sale fits with other notable breakthroughs that have transformed the sales industry.
Live Video Chat
Missed the Author’s
Virtual Chat?
» Listen to Replay
Presenting The Challenger Sale
New book from Corporate Executive Board uses research to confront traditional sales wisdom.
In a world of hesitant, risk-averse, empowered customers, what sales approach consistently wins?
To find out, Corporate Executive Board surveyed over 6,000 sales reps across geographies and industries. The research revealed that sales reps fall into one of five profiles:
- The Hard Worker
- The Problem Solver
- The Challenger
- The Relationship Builder
- The Lone Wolf
Each profile can turn in average performance, but only one consistently outperforms – the Challenger.
In The Challenger Sale, Matthew Dixon and Brent Adamson show how this critical finding has turned conventional wisdom on its head. While most companies focus on building customer relationships, the best focus on pushing customers’ thinking, introducing new solutions to their problems and illuminating problems customers overlook. That is, they challenge their customers.
The Challenger Sale is a must-read book for any business leader, sales manager or rep. It explains why Challengers win and, more importantly, how companies can build the Challengers they need to drive customer loyalty and higher growth.
Interview with Neil Rackham
Professor and Author of SPIN Selling
Be a Challenger
Test Your Challenger Skills Build a Challenger Organization Play the game and you can win a signed copy of the book and a discussion with the authors.
SubscribeRelated Blogs
- 5 Lessons on Developing
Challenger Reps - Three Ways to Sell Like “Mad Men's” Don Draper
- Digging Deeper on Challenger
Sales Reps - Are Your Reps Bartenders or
Personal Trainers? - The Mass Extinction of Features and Benefits Sales Reps
- Don't Lead Your Customers Into
the Desert