{"product_id":"the-challenger-sale-taking-control-of-the-customer-conversation-hardcover-1","title":"The Challenger Sale: Taking Control of the Customer Conversation - Hardcover","description":"\u003cp\u003eby \u003cb\u003eMatthew Dixon\u003c\/b\u003e (Author), \u003cb\u003eBrent Adamson\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003cb\u003eWhat'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. \u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eThe 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.\u003c\/p\u003e\u003cp\u003eBased on an exhaustive study of thousands of sales reps across multiple industries and geographies, \u003ci\u003eThe Challenger Sale\u003c\/i\u003e 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.\u003c\/p\u003e\u003cp\u003eInstead 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.\u003c\/p\u003e\u003cp\u003eThe 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.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003cb\u003eMatthew Dixon\u003c\/b\u003e is a managing director and \u003cb\u003eBrent Adamson\u003c\/b\u003e is a senior director with Corporate Executive Board's Sales Executive Council in Washington, D.C. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cb\u003eAbout Corporate Executive Board\u003c\/b\u003e \u003cbr\u003eBy 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. \u003cbr\u003e\u003cp\u003e\u003cb\u003eFor more information visit \u003cbr\u003ewww.executiveboard.com \u003cbr\u003ewww.thechallengersale.com \u003cbr\u003e\u003c\/b\u003e\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 240\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.1 x 9.1 x 5.8 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e November 10, 2011\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":47383278551218,"sku":"9781591844358","price":34.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0770\/3891\/1666\/files\/c54791f4ab91fa1f0d7deb81353c07cf.webp?v=1777857781","url":"https:\/\/box.dadyminds.org\/products\/the-challenger-sale-taking-control-of-the-customer-conversation-hardcover-1","provider":"DADYMINDS BOX","version":"1.0","type":"link"}