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Preview — The Challenger Sale by Matthew Dixon
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,...more
Published November 10th 2011 by Portfolio
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I've read probably 150 sales books in my life.
I read this and thought 'My Friend Is Here!'. Then I called our new friends at Penguin, arranged for the intro to the authors, and used their techniques on them to get a contract to produce the book trailer. This book is for the misfits - not the lone wolf salespeople, but the ones that are fearless, ready to handle hot potatoes and play poker, and teach, and take control of selling situations. It's been a long held belief that 'relationship selling'...more
May 22, 2014Grant Barnes rated it it was amazing
The 5 Sales Rep Types
1. The Hard Worker 2. The Relationship Builder 3. The Lone Wolf 4. The Reactive Problem Solver - a customer service rep in sales rep clothing 5. The Challenger 6 characteristics of a challenger rep 1. They offer customers a unique predictive 2. They have great 2-way communication skills 3. They know the customer's value drivers 4. They can identify economic drivers of the customer's business 5. The rep is comfortable discussing money 6. The rep can pressure the customer A challenger sa...more
Dec 12, 2011Jim rated it really liked it
*rereading this for work*
This is the Corporate Executive Board website about the Challenger Sale . Tons of Media about this book. http://www.executiveboard.com/challen... A 35 minute audio interview with the author: http://thesalesblog.com/2011/12/the-c... 10 minute recap ( does not replace reading the book) http://www.heinzmarketing.com/2013/01...
Jan 23, 2012Paul rated it it was amazing
There's been so many books on selling and so many 'systems' that it's hard to find something... anything... new and innovative. The Challenger Sale does, in fact, challenge some long held assumptions about selling success. Unlike your usual book of advice written by some self-proclaimed sales 'guru,' this book bases its guidance and conclusions on research... hard data research. Most salespeople who have been successful over a long period of time and through the ups and downs of economies intuit...more
The Challenger Sale is not a bad book, especially when directed to the right audience, but that is where I had trouble with it. I picked it up as a general manager of a small business, and found that although some of the ideas were good, and the research interesting, it was not very applicable in my situation. It would be better directed toward sales managers in established organizations. The method it promotes is to control the sale by way challenging the customer, and I like that approach. How...more
Nov 15, 2016Jay rated it liked it · review of another edition
I found the concept of “The Challenger Sale” to be very interesting. Like many business books, this one starts with “we’ve done a study”, this time on the types of salesmen that are successful. In this case, the findings are not that your typical “relationship is key” salesman is very successful. But neither is the “here’s our product info” salesman. The best kind of salesman in the current environment is one that is knowledgeable about his prospect’s business and can challenge them with a bette...more
Nov 22, 2016Christine Lynch rated it it was ok
This review has been hidden because it contains spoilers. To view it, click here.
Apr 26, 2015
Shelves: business, z_read-in-2015, z_read-in-2016
There are very few books that I would give 6 stars out of 5 - but this is one of them. I listened to this in audio, but will go purchase the book so I can add my notes and experiences in the margins. This book will change my professional perspective; and how I view my career.
Mar 29, 2018Jökull Auðunsson rated it really liked it · review of another edition
Like most business books, could have been condensed into something shorter but just as impactful. Very good field guide for enterprise and service-style sales teams.
As far as sales books go, this is one of the better ones. The premise as the economy tanked in 2008, sales org. had to find a way to grow their business in a shrinking market. To do so, sales org. have to bring valuable insights to the clients. It's not just about gathering requirements and providing a solution. Rather, it's about knowing the customer's market, teaching them something they don't know, and tailoring a solution that helps THEM differentiate in the marketplace. The word customer ce...more
This book came recommended by sales pros with a lot of experience and I can see why. It's *the* sales book I've been looking for to help understand complex selling in B2B environment. It offered a completely different take on the sales process and opened up my eyes to so many things! Should be a must read for anyone in business - not only sales.
For all my complex sales friends, if you've not read it it is defintely worth it.
I've never read a book about sales specifically, and this one was a great entry point. I had so many 'ah-hah' moments while reading it- 'so that's why our best salespeople pitch this way!' If I were leading a sales org, I would reread this, and have my managers and employees read it, too. Biggest take-away: the best sales reps offer their customers some new insight, or way of seeing things differently (and conveniently, that insight leads them down the path toward their product as a solution).
Sep 01, 2012Rowan rated it liked it
Interesting psychological profiling of various personality types and how they succeed at complex sales. The main idea is that one of the types, the 'challenger', is surprisingly more successful at closing deals than one of the other types, the 'relationship' builder -- the guy who slaps you on the back. This isn't selling cars, this is selling complex things like enterprise software, POS systems, corporate ad campaigns (?), architecture, corporate accounting services... etc. The challenger doesn...more
Feb 14, 2013Jacob rated it liked it
I loved the premise of this book. Without any question I agree with the message that the authors present. Sales people must evolve into being consultants and teachers who challenge the customer and force a conversation about goals and insights.
I do think the book rambles on a little and is unnecessarily long. It would make for a great 1-2 hour seminar or sales training but I felt like I slowly stopped getting value as I read on.
Mar 27, 2017Naheem rated it it was amazing · review of another edition
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Imsightful
Not a long read, very succinct and insightful. Very helpful information for pulling off complex sales and leveraging general conversation and negotiations.
Energetic, hard-selling ;-) and certainly providing numerous insights, inspirations and actionable recommendations.
Dec 09, 2017Vasyl Pasternak rated it it was ok · review of another edition
very boring book, author tried to show this as scientific work, and overloaded it with graphs, tables, statistics. but this doesn't make book more interesting and information more trustful
Nov 25, 2016Eugene rated it it was amazing · review of another edition
nice analysis of sales types and some surprising i data. challenger sales is the a great way for b2b sales.
Some interesting thoughts and tools, but it feels like they turned a simple white paper into a book. There is a lot of fluff to wade through.
Just finished this book. Now it's time to implement these methods which will be a real paradigm shift for me.
Interesting, but builds quite long on a somewhat simple premise. Better second time around.
As someone who has gone through way too much corporate sales training centered around responding to objections and asking open-ended questions, this book presents an interesting new take on how to succeed in the modern selling environment. What legitimizes this theory is the extent of their research - this isn't a couple old sales guys who decided to publish their crackpot theories like most sales books. CEB looked at 90 companies and 6,000 sales reps and used advanced statistical methods to bui...more
While I read this book for the purposes of work, I’ve found it incredibly insightful for everyday life, especially in convincing others of my convictions in the Christian faith.
The best sales tactic, according to the incredible depth of research conducted by the authors and the CEB, lies not in relationship selling, but rather “challenger selling.” In brief, people will only open their wallets or change their behaviors if you utilize constructive tension to reframe their understanding of the re...more
Three parts of The Challenger Sale: teach, tailor, and take control.
Teach: Reframe your offer--it's better to achieve thoughtful reflection than excited agreement in your first meeting. If you can provide insights that challenge the client's current understanding of how your offer might impact their time/money/reputation, you are more likely to win (claim the stats in the book). Tailor: But you won't win if you don't tailor your message to their world. Lead with a hypothesis of the client's needs...more The Challenger Sale Pdf free. download full
Feb 07, 2019Gwendolyn Waddell rated it really liked it
A book all sales managers or prospective sales managers should take the time to read and place on their shelf for reference. A read that is comparable to many others in the structure, style, and core message, but offers some unique insights into the sales force and how to push yourself and other sales team members to be a challenger.
The book starts of detailing different types of reps, including relationship builders, lone wolves, hard workers, etc. It is made incredibly easy to figure out where...more
Jan 23, 2018Grant Cousineau rated it really liked it
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I'd learned key aspects about challenger selling via word-of-mouth from colleagues before, but this book helped put that information into usable context. I knew how it worked, but now I also know why. It's quite profound, really, to think that the Michael Scotts of the world, trying to be everyone's friend, actually perform among the worst, but it makes sense, knowing that its with these relationships that potential customers also feel the most comfortable saying 'no.' Though I'm not a salespers...more
Jun 25, 2018Phil Buckley rated it really liked it · review of another edition
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...more
I am not a salesperson by any means but everything that I thought was logical in the way I would approach sales, this book turned on its head.
Did you know the 'What keeps you up at night?' question is the worst one to ask? The back and forth interview with a salesperson and a client gets exhausting for the buyer and results in an inability to differentiate between vendors. It also limits the conversations to features of a product which also start sounding the same after the 3rd time of hearing...more
Quite simply the best book on how to win B2B, big-ticket sales since Power Base Selling by Jim Holden. More specifically, where Power Base Selling gives you the tools and a structured approach to navigate a buying centre, measure your chances of winning and thus refine your strategy (all essential and I still use this in every significant opportunity today): The Challenger Sale makes the point that today's salespeople need to be able to challenge the customer towards positive change. It's a reco...more
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“There’s something else about this list that really jumps out. Take another look at the top five attributes listed there—the key characteristics defining a world-class sales experience: Rep offers unique and valuable perspectives on the market. Rep helps me navigate alternatives. Rep provides ongoing advice or consultation. Rep helps me avoid potential land mines. Rep educates me on new issues and outcomes. Each of these attributes speaks directly to an urgent need of the customer not to buy something, but to learn something. They’re looking to suppliers to help them identify new opportunities to cut costs, increase revenue, penetrate new markets, and mitigate risk in ways they themselves have not yet recognized. Essentially this is the customer—or 5,000 of them at least, all over the world—saying rather emphatically, “Stop wasting my time. Challenge me. Teach me something new.”
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“what sets the best suppliers apart is not the quality of their products, but the value of their insight—new ideas to help customers either make money or save money in ways they didn’t even know were possible.” More quotes…
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