Name: The Challenger Sale: Taking Control of the Customer Conversation
Price: 27.39 EUR
Availability: InStock
Author: Brent Adamson
ISBN: 9781591844358

portada The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

Type

Physical Book

Author

Brent Adamson

Matthew Dixon

Publisher

Portfolio

Year

2011

Language

English

Pages

240

Format

Hardcover

Dimensions

23.1 x 14.7 x 2.8 cm

Weight

0.41 kg.

ISBN13

9781591844358

Edition No.

Synopsis "The Challenger Sale: Taking Control of the Customer Conversation"

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.

Brent Adamson

(Author)

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Brent Adamson is a renowned researcher, author, and advisor in B2B sales, known for his focus on "productive disruption". He co-authored the bestsellers The Challenger Sale (2011) and The Challenger Customer (2015), works that have significantly influenced business sales and marketing strategies. For over a decade, Adamson was a principal executive advisor at CEB (now part of Gartner), where he led research on buyer behavior and sales performance

In addition to his books, Adamson has contributed articles to publications such as Harvard Business Review and Bloomberg Businessweek, addressing topics on B2B sales and marketing. He is a co-founder of A to B Insight and Qoos, an AI-driven microcoaching platform. With an academic background that includes an MBA with distinction from the University of Michigan and a PhD in applied linguistics from the University of Texas, Adamson combines academic rigor with practical experience in the business world.

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Matthew Dixon

(Author)

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Matthew Dixon is a renowned expert in sales, customer service, and customer experience. He is co-author of The Challenger Sale (2011), a work that revolutionized B2B sales techniques by identifying that the most successful salespeople are those who challenge and educate their customers. He has also co-written The Effortless Experience (2013), The Challenger Customer (2015), and The JOLT Effect (2022), focused on improving customer loyalty and overcoming indecision in sales

Dixon is co-founder of DCM Insights, a consultancy specialized in customer understanding. He holds a PhD in political economy from the University of Pittsburgh and has held executive positions at companies such as Tethr and Korn Ferry Hay Group. His research has been published on more than twenty occasions in Harvard Business Review, addressing key issues in sales and customer service.

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