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The Challenger Sale: Taking Control of the Customer Conversation Kindle Edition

4.5 4.5 out of 5 stars 5,354 ratings
3.9 on Goodreads
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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 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.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.Instead 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.The 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.
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“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the pro­fession. These breakthroughs, marked by radical new thinking and dra­matic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.”

—Professor Neil Rackham, author of SPIN Selling, from the foreword

“The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. 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. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success.”

—Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing

“Groundbreaking, timely, and disciplined research—presented in a way that is both intuitive and completely actionable—that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment.”

—Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services

The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer.”

—Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals

“There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales orga­nization, The Challenger Sale is a must-read.”

—Tom Meek, vice president, sales, Henkel Adhesives Technologies

About the Author

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

Product details

  • ASIN ‏ : ‎ B0052REP7K
  • Publisher ‏ : ‎ Portfolio (Nov. 10 2011)
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 12522 KB
  • Text-to-Speech ‏ : ‎ Enabled
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Enabled
  • Word Wise ‏ : ‎ Enabled
  • Print length ‏ : ‎ 242 pages
  • Customer Reviews:
    4.5 4.5 out of 5 stars 5,354 ratings

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4.5 out of 5 stars
5,354 global ratings

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Customers say

Customers find the book easy to read and a good read for professional salespeople or anyone who wants to learn good habits. They appreciate the well-researched and insightful content, with practical information and tips. The writing quality is described as clear and concise, with step-by-step guidance. Many customers consider it the best sales book available.

AI-generated from the text of customer reviews

25 customers mention "Readability"25 positive0 negative

Customers find the book readable and engaging. They say it's a good read for professional salespeople or anyone who wants to learn good habits. The book provides good advice and perspectives on an old industry. Readers appreciate the thought-provoking profiles presented in the book.

"...Very good read - new take on an old industry" Read more

"Great book, easy to read and lots of practical information." Read more

"...This is a great read when coupled with Spin Selling by Neil Rackman. Rackman wrote the forward...." Read more

"Great book!" Read more

19 customers mention "Research quality"17 positive2 negative

Customers find the book well-researched and insightful. They find it easy to read with practical information on discovery and problem-solving. The book is considered a good teaching tool on selling techniques, especially for complex products and services. However, some readers feel the concept is okay but the writing style is not great.

"...isnt looking to invest in this overhaul and do the research the book is helpful but not practical for the individual sales person looking to..." Read more

"...It successfully challenges some premises behind "solution selling"-- e.g., the customer knows his or her challenges, relationship building..." Read more

"A very well written and comprehensive book on taking your conversations and discovery to a next level by tailoring your message to your customers..." Read more

"Great book, easy to read and lots of practical information." Read more

7 customers mention "Writing quality"7 positive0 negative

Customers find the book well-written and easy to read. They appreciate the step-by-step guide to engaging potential customers. However, some readers feel the content is repetitive in certain chapters.

"This is a well-written book, that requires some study to best understand the concepts...." Read more

""The Challenger Sale" is a well-written step-by-step guide to engaging potential customers through business insights...." Read more

"A very well written and comprehensive book on taking your conversations and discovery to a next level by tailoring your message to your customers..." Read more

"Great book, easy to read and lots of practical information." Read more

3 customers mention "Sales book"3 positive0 negative

Customers like the book. They say it's the best sales book out there and they like the SPIN Sales book.

"The best sales book out there!..." Read more

"...reason I brought this book is because I really like the book of SPIN Sales..." Read more

"Probably the best book for enterprise sales...." Read more

3 customers mention "Sturdiness"3 positive0 negative

Customers like the book's sturdiness. They say it's in good condition, with some writing and stickies on the pages.

"...IF this exists, someone please let me know as this book has some really strong points and has helped gain me some new business... but if your..." Read more

"Great Review. The package arrived next day and it's in perfect condition." Read more

"Said very good condition but it is full of stickies and all pages are marked! Not at all good condition" Read more

Wanna learn Sales? Read this book
5 out of 5 stars
Wanna learn Sales? Read this book
I can’t believe this, that I had not read this book before!It’s a little bit counterintuitive, but when you keep reading it, everything makes sense
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Top reviews from Canada

  • Reviewed in Canada on April 24, 2023
    Verified Purchase
    This is a well-written book, that requires some study to best understand the concepts. A recruiter friend told me I sound like I use the Challenger sales method. I'm excited to practice more of the tools to increase my success. Every salesperson worth their weight should read this book. Times are changing.
  • Reviewed in Canada on November 29, 2014
    Verified Purchase
    Really wish they have a version of this book that is written for the individual salesperson... the context of this book requires overall Management overhaul of sales models and marketing leverage to build the "Challenge".

    I would be interested in seeing if there is a version of this model that any one sales person could leverage techniques for other than having a complete corporate sales overhaul. IF this exists, someone please let me know as this book has some really strong points and has helped gain me some new business... but if your company isnt looking to invest in this overhaul and do the research the book is helpful but not practical for the individual sales person looking to overachieve targets using these methodologies.

    Very good read - new take on an old industry
    9 people found this helpful
    Report
  • Reviewed in Canada on June 25, 2018
    Verified Purchase
    "The Challenger Sale" is a well-written step-by-step guide to engaging potential customers through business insights. It successfully challenges some premises behind "solution selling"-- e.g., the customer knows his or her challenges, relationship building and product focused sales pitches lead to sales--that lead to little competitive differentiation, commoditization and profit-reducing price negotiation.

    It is no surprise the authors are affiliated with the Corporate Executive Board (CEB). Their book has a similar feel to CEB reports: research-based, clearly written and interesting. The greatest value of the book is in the first sixty percent where the six-step Sales Challenger approach is explained and detailed. The remaining chapters provide guidance on how to coach sales reps on this new approach to selling.

    This book is recommended to anyone who participates in sales pitches. I took twenty-one pages of typed notes on how to be a Sales Challenger. I am confident Matthew Dixon's and Brent Adamson's sound research, insights and practical application of techniques will lead to more engaging sales conversations and increased sales.
    One person found this helpful
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  • Reviewed in Canada on July 31, 2020
    Verified Purchase
    A very well written and comprehensive book on taking your conversations and discovery to a next level by tailoring your message to your customers needs. The book explains how to make this exercise an organizational approach whereas sales and marketing can help to deliver the right information that the customer needs. This book is also one of the better books on discovery and how uncover problems on a deeper level. A must for all B2B sellers.
    2 people found this helpful
    Report
  • Reviewed in Canada on June 7, 2022
    Verified Purchase
    Great book, easy to read and lots of practical information.
    2 people found this helpful
    Report
  • Reviewed in Canada on February 22, 2020
    Verified Purchase
    Check who wrote this, concept was ok but in reality this was just some people who’ve never done sales writing this book.
  • Reviewed in Canada on October 24, 2023
    Verified Purchase
    I can’t believe this, that I had not read this book before!
    It’s a little bit counterintuitive, but when you keep reading it, everything makes sense
    Customer image
    5.0 out of 5 stars Wanna learn Sales? Read this book
    Reviewed in Canada on October 24, 2023
    I can’t believe this, that I had not read this book before!
    It’s a little bit counterintuitive, but when you keep reading it, everything makes sense
    Images in this review
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    Customer image
  • Reviewed in Canada on March 6, 2017
    Verified Purchase
    Professional Salespeople will find this book provocative and insightful. As a career Salesperson and Sales Trainer, my first thought was to question the effectiveness of a Salesperson who challenges a client. From the start of our career, we are taught to respect and earn the trust of a decision maker.

    Build a strong relationship, ask great questions to determine needs, solve problems and work hard was the motto of any of us who read the likes of Zig Ziglar and followed this path. This book goes beyond that. It suggests that top sales performers take control of the customer conversation, teach the buyer something they didn't know before and get them to think differently.

    Based on exhaustive study, the book suggests that this is the sales style that decision makers seek - the Salesperson who is provocative and unafraid to speak their mind - even when it differs from the client's perspective.

    This is a great read when coupled with Spin Selling by Neil Rackman. Rackman wrote the forward. If you want to read a sales book that will challenge what you think about sales success, then this is a great choice.
    Customer image
    4.0 out of 5 stars Provocative and Edgy!
    Reviewed in Canada on March 6, 2017
    Professional Salespeople will find this book provocative and insightful. As a career Salesperson and Sales Trainer, my first thought was to question the effectiveness of a Salesperson who challenges a client. From the start of our career, we are taught to respect and earn the trust of a decision maker.

    Build a strong relationship, ask great questions to determine needs, solve problems and work hard was the motto of any of us who read the likes of Zig Ziglar and followed this path. This book goes beyond that. It suggests that top sales performers take control of the customer conversation, teach the buyer something they didn't know before and get them to think differently.

    Based on exhaustive study, the book suggests that this is the sales style that decision makers seek - the Salesperson who is provocative and unafraid to speak their mind - even when it differs from the client's perspective.

    This is a great read when coupled with Spin Selling by Neil Rackman. Rackman wrote the forward. If you want to read a sales book that will challenge what you think about sales success, then this is a great choice.
    Images in this review
    Customer image
    Customer image
    4 people found this helpful
    Report

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  • Producto de mala calidad. Se rompió al segundo día de uso. Dinero tirado a la basura.
    5.0 out of 5 stars Buena lectura
    Reviewed in Mexico on December 19, 2024
    Verified Purchase
  • Matako
    5.0 out of 5 stars I got what I expected
    Reviewed in Belgium on September 10, 2023
    Verified Purchase
    It’s very reliable and trustworthy
  • FABIO ABREU
    5.0 out of 5 stars Mudança Paradimas em Vendas
    Reviewed in Brazil on November 15, 2019
    Verified Purchase
    O livro mostra uma nova estrategia de vendas. E mais que isso permite que voce possa construir a sua estratégia através de exemplos que são dados pelo autor. Eu mesmo testei a proposta do livro e realmente seu impacto é superior aos modelos tradicionais de vendas.
    Recomendo, mesmo que o livro seja um pouco boring na sua leitura, os resultados compensam
  • Angel
    5.0 out of 5 stars Cómo se debe estructurar una venta
    Reviewed in Spain on February 9, 2020
    Verified Purchase
    Es un soplo de aire fresco en la forma de vender. Cuando uno lo lee, no entiende como no se preparan así a los equipos de ventas de las empresas. Es tan lógico, tan bien estructurado que parece imposible hacerlo de otra manera.
  • Simona
    5.0 out of 5 stars Ottimo libro
    Reviewed in Italy on January 28, 2020
    Verified Purchase
    Ottimo libro per la vendita diretta per qualsiasi mercato.
    Libro consigliato

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