The Challenger Sale Taking Control of the Customer Conversation

by Dixon, Matthew; Adamson, Brent

• ISBN13: 9781591844358
• ISBN10: 1591844355
• Format: Hardcover
• Copyright: 2011-11-10
• Publisher: Portfolio Hardcover

Summary

The best sales people don't build customers-they challenge them. Based on a quantitative study of more than 6,000 sales reps in multiple industries and geographies, The Challenger Saleargues that classic relationship building isn't enough, especially when it comes to selling complex, large-scale solutions. It turns out every sales rep in the world falls into one of five distinct profiles: the hard worker, the problem solver, the challenger, the relationship builder, and the lone wolf. While most of these reps can deliver average sales performance, only one-the challenger- consistently outperforms the others. The authors' research shows that customers will reward suppliers who can deliver a new perspective during the sales process and reframe their expectations. The book explains how to deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author Biography

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.

About Corporate Executive Board
By identifying and building on the proven best practices of the world's best companies, Corporate Executive Board (CEB) helps senior executives and their teams drive corporate performance. CEB tools, insights, and analysis empower clients to focus efforts, move quickly, and address emerging and enduring business challenges with confidence.

For more information visit
www.executiveboard.com
www.thechallengersale.com

Table of Contents

Foreword	p. ix
Introduction: A Surprising Look into the Future	p. 1
The Evolving Journey of Solution Selling	p. 5
The Challenger (Part 1): A New Model for High Performance	p. 14
The Challenger (Part 2): Exporting the Model to the Core	p. 30
Teaching for Differentiation (Part 1): Why Insight Matters	p. 44
Teaching for Differentiation (Part 2): How to Build Insight-Led Conversations	p. 65
Tailoring for Resonance	p. 101
Taking Control of the Sale	p. 119
The Manager and the Challenger Selling Model	p. 140
Implementation Lessons from the Early Adopters	p. 170
Afterword
Challenging Beyond Sales	p. 187
Acknowledgments	p. 197
Challenger Coaching Guide (excerpt)	p. 205
Selling Style Self-Diagnostic	p. 208
Challenger Hiring Guide: Key Questions to Ask in the Interview	p. 210
Index	p. 215
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