Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Unavailable
    The Challenger Sale: Taking Control of the Customer Conversation
    Unavailable
    The Challenger Sale: Taking Control of the Customer Conversation
    Unavailable
    The Challenger Sale: Taking Control of the Customer Conversation
    Audiobook5 hours

    The Challenger Sale: Taking Control of the Customer Conversation

    Written by Matthew Dixon and Brent Adamson

    Narrated by Matthew Dixon and Brent Adamson

    4.5/5

    ()

    Currently unavailable

    Currently unavailable

    About this audiobook

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

    The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

    Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one—the Challenger—delivers consistently high performance.

    Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

    The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

    LanguageEnglish
    PublisherPenguin Random House Audio
    Release dateJul 16, 2019
    ISBN9780593163146
    Unavailable
    The Challenger Sale: Taking Control of the Customer Conversation
    Author

    Matthew Dixon

    MATTHEW DIXON is executive director of the Sales & Service Practice of CEB. He is a frequent contributor to Harvard Business Review, and his previous book, The Challenger Sale, was a Wall Street Journal bestseller and won acclaim as “the most important advance in selling for many years” (Neil Rackham) and “the beginning of a wave that will take over a lot of selling organizations in the next decade” (Business Insider). NICK TOMAN is senior director of research for CEB’s Sales & Service Practice and is a frequent contributor to Harvard Business Review. RICK DELISI is senior director of advisory services for CEB’s Sales & Service Practice and a noted public speaker and facilitator.  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.

    Related to The Challenger Sale

    Related audiobooks

    Sales & Selling For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Enabling Sales Success

      Jun 17, 2018

      DESIGNATION: Head: Small Business and Professional Banking (Sales) COMPANY: Nedbank Limited SALES FORCE SIZE: +- 800 CAREER SUMMARY: Various sales and leadership roles, mostly related to the small business, private banking and medium-sized corpora

      2 min read

    • Article

      To This Issue Of ThinkSales Magazine

      Jun 30, 2021

      This magazine comprises five sections – each aligned with the 5-Pillars of high-performing Sales Organisations – and provides actionable insights for consideration. At the end of each section, you’ll find a planning and implementation guide, with que

      2 min read

    • Article

      Bye-Bye, Marketing Dollars?

      Mar 7, 2023

      Bye-Bye, Marketing Dollars?
      2 min read

    • Article

      Perception Is Reality

      Mar 20, 2018

      Perception Is Reality
      5 min read

    • Article

      Ditching The Digital Titles, And Other Talent Truths

      Jul 7, 2019

      Part 1 of a 2-part series In 2018 the Marketing Association brought together a group of marketing leaders from some of NZ’s biggest companies and brands to discuss issues facing our marketing industry. Despite different sectors, team structures, and

      5 min read

    • Article

      The Responsive Leader

      Mar 29, 2017

      DESIGNATION: .CEO, Super Group CAREER SUMMARY: Previously MD of SAB Diversified Beverages, that included SAB’s Supply Chain Services and Logistics interests. Was MD of Super Group’s Logistics and Transport division until June 2002, after which he jo

      2 min read

    • Article

      Owning Your Niche Market

      Jun 24, 2021

      Owning Your Niche Market
      4 min read

    • Article

      Delivering Value

      Aug 9, 2018

      What do you attribute success in your sales organisation to? We nurture and encourage a dedicated team that isn’t afraid to go after aspirational goals. In setting our objectives, we consider all opportunities with an ‘out the box’ mindset, so that

      2 min read

    • Article

      Marketing Strategies To Reposition Your Business

      Oct 11, 2020

      COVID-19 and the subsequent nationwide lockdown imposed to contain its spread have impacted South Africa’s business landscape in a massive way, with many companies not surviving and others operating at reduced capacity. While businesses welcomed the

      1 min read

    • Article

      In Trust We Grow

      Mar 23, 2020

      Seamless CX is often highlighted as the key to delivering an organisation’s success. In today’s globalised marketplace, however, the issue of ‘trust’ plays a far more critical role. An erosion of trust creates a barrier preventing many organisations

      4 min read

    • Article

      All Roads Lead To A Great Customer Experience

      Jan 17, 2023

      Right now, with high interest rates and less cash to go around, business owners are rightly thinking about money. The main thought on your mind is probably ‘How do we keep the cash flowing?’ The answer, perhaps obviously, lies with your customers. Wh

      2 min read

    • Article

      In And Out

      Aug 23, 2018

      In And Out
      5 min read

    • Article

      On Course

      Jul 11, 2019

      On Course
      6 min read

    Reviews for The Challenger Sale

    4.5/5

    8 ratings1 review

    What did you think?

    Tap to rate

    Review must be at least 10 words

    • 5/5
      A must read not only for sales reps, but for everybody.