The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon and Brent Adamson

Book Overview

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,...

• Format: Hardcover
• Language: English
• ISBN: 1591844355
• ISBN13: 9781591844358
• Release Date: November 2011
• Publisher: Portfolio
• Length: 240 Pages
• Dimensions: 1.1" x 5.8" x 9.1"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher