The Challenger Sale

How To Take Control of the Customer Conversation

by Matthew Dixon, Brent Adamson

Subject categories
  • 9780670922857
  • 9780670922864


In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them

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.

Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.

Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.

Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.

Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.

  • Penguin Books Ltd; October 2012
  • ISBN: 9780670922864
  • Read online, or download in secure ePub format
  • Title: The Challenger Sale
  • Author: Matthew Dixon; Brent Adamson
  • Imprint: Penguin
Subject categories
  • 9780670922857
  • 9780670922864

In The Press

The most important advance in selling for many years.

About The Author

Matthew Dixon is a managing director with the sales and marketing practice of the Corporate Executive Board in Washington, DC.He holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh.

Brent Adamson is Senior Director of Member Advisory Services for the Sales, Marketing, and Communications Practice at the Corporate Executive Board.Brent joined CEB from the University of Michigan Ross School of Business, where he received his MBA.