Matthew Dixon and Brent Adamson
What’s inside
The Challenger Sale overturns the traditional sales approach, emphasizing the need for sales reps to challenge customer thinking to add value.
You’ll Learn
- Understanding of successful sales techniques
- Enhancing customer engagement skills
- Learning to drive sales growth
- Gaining insights into customer psychology
Key Points
- The death of solution selling
- The Challenger profile
- Teaching for differentiation
- Tailoring for resonance
- Taking control of the sale
- The importance of constructive tension
- Implementing Challenger sales model
Who’s it For
- Sales professionals
- Business owners
- Marketing executives
- Management students
- Entrepreneurs
About the author
Matthew Dixon and Brent Adamson are researchers at CEB and experts in sales effectiveness and customer management.