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The Challenger Sale: Taking Control Of The Customer Conversation (2011)

by Matthew Dixon(Favorite Author)

3.95 of 5 Votes: 1

ISBN

1591844355 (ISBN13: 9781591844358)

languge

English

genre

Nonfiction

publisher

Portfolio Hardcover

review 1: The Challenger Sale is the culmination of years of research and study of top-producing sales individuals by Matt Dixon and his colleagues. In it, Dixon et al provide a framework for hiring and training a "Challenger" sales team while convincingly demonstrating problems with the relationship-building sales paradigm of the past ~50 years. As one who is generally on the receiving end of sales' pitches I found myself nodding at the books suggested sales strategies, the authors have accurately distilled what I as a buyer am looking for from a salesman: I'm not looking for a best friend but rather a subject expert prepared to help me elevate my understanding of both the challenges and opportunities my company faces. If you are at all involved in Sales or work closely within t... morehose who are this is a must-read as I suspect it will become the seminal sales philosophy of our time.
review 2: While I completely agree with the principals laid out in this book, I am not sure they are quite as revolutionary as the author believes them to be. Or maybe this book is a prime example of why I generally dislike business books: don't they all just eventually boil down to common sense?That said, I can imagine this book/application might be very useful in a sales training environment. Like I said before, in my novice sales experience, I really believe this is the approach that both you and the customer will benefit from. less

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