Read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon, Brent Adamson Online

For more information visit executiveboard thechallengersale . Matthew Dixon is a managing director and Brent Adamson is a senior director with Corporate Executive Board's Sales Executive Council in Washington, D.C. CEB tools, insights, and analysis empower clients to focus efforts, move quickly, and address emerging and enduring business challenges with confidence. About Corporate Executive BoardBy identifying and building on the proven best practices of the wor

Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery.”—Dan James, former chief sales officer, DuPont  “This is a must-read book for every sales professional. The authors’ groundbreak­ing research explains how the rules for selling have changed—and what to do about it. Which brings me to The Challenger Sale and the work of the Sales Executive Council. If you are seeking to raise the

Strong research and important sales insights J. F. Malcolm This book comes very highly touted, especially by Neil Rackham himself, who calls it "the most important advance in selling for many years."I personally don't think it reaches quite that level, but overall it is an excellent book, with provocative insights and useful information for salespeople looking for ways to break out of the pack.The key to a really good book is that it makes you say, "I never thought of that before," and to use that insight to improve your life in some way. Interestingly, that's also the key to a really good salesperson, as well.The book is based on extensive research . Dave Kinnear said Challenging The Challenger Sale. The good news about The Challenger Sale is that Dixon and Adamson further the concept of consultative selling. Even better, in my estimation, is that the authors seemed to use some solid data on which to base their theories. I like some of their approach such as, “Lead to your solution not with your solution,” and “Differentiate yourself by showing your customer something new about their industry that they didn't know or provide them with a different view.” I believe the authors also get it right when they state, “In this world of dramatically changing customer b. "More for Marketing than Sales" according to Amazon Customer. I'd say read it - and don't expect too much in the way of earth-shattering revelations or some actionable sales methodology. The authors spend a lot of time up front in the book validating the credibility of their research. Throughout the book, they refer to their case study clients as "members" - as if they are the Sam's Club of business insight. (The Corporate Executive Board is a "for-profit" BUSINESS TRAINING company, not a non-profit member association)I always held the belief that relationship-only salespeople were creepy, unproductive and non-scalable generalists - and now, thanks to t

They challenge them. 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.. 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. They tailor their sales message to the customer's specific needs and objectives. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. And what they discov