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The Challenger Sale: Taking Control of the Customer Conversation Kindle Edition
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- LanguageEnglish
- PublisherPortfolio
- Publication dateNov. 10 2011
- Reading age18 years and up
- File size12522 KB
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Product description
Review
—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
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
- Best Sellers Rank: #30,442 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
About the authors
Brent is well known for his passion for “productive disruption.” He is a sought-after speaker and facilitator, with more than 20 years of experience as a professional researcher, teacher and trainer. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service, including global sales meetings, keynote presentations, board-level presentations, and hands-on best practice workshops. In over 12 years at CEB, Brent has been privileged to work with some of the greatest thought leaders in B2B sales and marketing.
As a Principal Executive Advisor at CEB, Brent serves as the company’s chief story teller broadly spanning subjects from customer loyalty to sales rep performance to organizational productivity.
He is the co-author of the best-selling The Challenger Customer and the best-selling The Challenger Sale. In addition, Brent is a frequent contributor on sales topics on Harvard Business Review’s blog and CEB’s sales blog as well as being published in Bloomberg Businessweek and Selling Power.
A native of Omaha, Neb., Brent joined CEB from the University of Michigan’s Ross School of Business where he received his MBA with distinction. Prior to that, he served on the faculty of Michigan State University as a Professor of German and Applied Linguistics. In addition to his MBA, Brent holds a B.A. with distinction in political science from the University of Michigan along with M.A.s in political science and German, and a Ph.D. in applied linguistics from the University of Texas. Brent resides in Leesburg, VA with his wife and two daughters.
Matt Dixon is one of the world’s leading experts on sales, customer service and customer experience. He is a Founding Partner of DCM Insights, The Customer Understanding Lab.
Prior to co-founding DCMi, he served as the Chief Product & Research Officer of Tethr, an AI venture in Austin, TX, that helps companies mine customer voice data for insights. And before that, he spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and as Group Leader of the sales, service and customer experience practices of CEB, now Gartner.
Matt is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience and is also a noted business writer.
His first book, The Challenger Sale: Taking Control of the Customer Conversation (Penguin, November 2011), was a #1 Amazon as well as Wall Street Journal best seller, selling more than a million copies worldwide. He is also the co-author of the customer experience bestseller The Effortless Experience: Conquering the New Battleground for Customer Loyalty (Penguin, September 2013) and the follow-on book to The Challenger Sale titled The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results (Penguin, September 2015). His latest book is The JOLT Effect: How High Performers Overcome Customer Indecision (Penguin, September 2022).
Matt is also a frequent contributor to Harvard Business Review with more than 20 print and online articles to date, including many that have appeared in HBR's "Top Ten Must Reads." Among his most-cited pieces are "Reinventing Customer Service" (November-December 2018), “Kick-Ass Customer Service” (January–February 2017), “Dismantling the Sales Machine” (November 2013), “The End of Solution Sales” (July–August 2012) and “Stop Trying to Delight Your Customers” (July–August 2010).
Matt holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh as well as a B.A. in International Studies from Mount Saint Mary’s University in Emmitsburg, Maryland. He lives in Silver Spring Maryland with his wife and four children.
Visit DCM Insights at https://www.dcminsights.com/ and visit Matt on LinkedIn at http://www.linkedin.com/profile/edit?trk=hb_tab_pro_top or follow him on Twitter at @matthewxdixon
Customer reviews
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
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
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
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
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
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
Reviews with images
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Top reviews from Canada
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- Reviewed in Canada on April 24, 2023Verified PurchaseThis 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, 2014Verified PurchaseReally 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
- Reviewed in Canada on June 25, 2018Verified 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.
- Reviewed in Canada on July 31, 2020Verified PurchaseA 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.
- Reviewed in Canada on June 7, 2022Verified PurchaseGreat book, easy to read and lots of practical information.
- Reviewed in Canada on February 22, 2020Verified PurchaseCheck 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, 2023Verified PurchaseI 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
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 - Reviewed in Canada on March 6, 2017Verified PurchaseProfessional 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.
4.0 out of 5 stars Provocative and Edgy!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.
Reviewed in Canada on March 6, 2017
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
Top reviews from other countries
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FABIO ABREUReviewed in Brazil on November 15, 2019
5.0 out of 5 stars Mudança Paradimas em Vendas
Verified PurchaseO 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
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AngelReviewed in Spain on February 9, 2020
5.0 out of 5 stars Cómo se debe estructurar una venta
Verified PurchaseEs 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.
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SimonaReviewed in Italy on January 28, 2020
5.0 out of 5 stars Ottimo libro
Verified PurchaseOttimo libro per la vendita diretta per qualsiasi mercato.
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