EAN: 9780670922857

THE CHALLENGER SALE - MATTHEW DIXON BRENT ADAMS...

THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD    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 is what drove Matthew Dixon  Brent Adamson  and their colleagues
at Corporate Executive Board  to investigate the skills  behaviours  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.  'Read it  think about it  implement it. You  and your organization  will be glad
you did'  Professor Neil Rackham  author of SPIN Selling    '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

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