{"product_id":"the-challenger-sale-isbn-9781591844358","title":"The Challenger Sale","description":"\u003cb\u003eWhat'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. \u003c\/b\u003e\u003cp\u003eThe 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, behaviors, knowledge, and attitudes that matter most for high  performance. And what they discovered may be the biggest shock to  conventional sales wisdom in decades.\u003c\/p\u003e\u003cp\u003eBased on an exhaustive study of thousands of sales reps across  multiple industries and geographies, \u003ci\u003eThe Challenger Sale\u003c\/i\u003e argues  that classic relationship building is a losing approach, especially when  it comes to selling complex, large-scale business-to-business solutions.  The authors' study found that every sales rep in the world falls into one  of five distinct profiles, and while all of these types of reps can  deliver average sales performance, only one-the Challenger- delivers  consistently high performance.\u003c\/p\u003e\u003cp\u003eInstead of bludgeoning customers with endless facts and features about  their company and products, Challengers approach customers with unique  insights about how they can save or make money. They tailor their sales  message to the customer's specific needs and objectives. Rather than  acquiescing to the customer's every demand or objection, they are  assertive, pushing back when necessary and taking control of the sale.\u003c\/p\u003e\u003cp\u003eThe things that make Challengers unique are replicable and teachable to  the average sales rep. Once you understand how to identify the  Challengers in your organization, you can model their approach and embed  it throughout your sales force. The authors explain how almost any  average-performing rep, once equipped with the right tools, can  successfully reframe customers' expectations and deliver a distinctive  purchase experience that drives higher levels of customer loyalty and,  ultimately, greater growth.\u003c\/p\u003e“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the pro­fession. These breakthroughs, marked by radical new thinking and dra­matic improvements in sales results, have been rare. . . . Which brings me to \u003ci\u003eThe Challenger Sale \u003c\/i\u003eand the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.”\u003cb\u003e—Professor Neil Rackham, author of SPIN Selling, from the foreword \u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e“The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. \u003ci\u003eThe Challenger Sale \u003c\/i\u003ebreaks 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.”\u003cbr\u003e\u003cb\u003e—Dan James, former chief sales officer, DuPont \u003c\/b\u003e\u003cbr\u003e\u003cb\u003e \u003c\/b\u003e\u003cbr\u003e“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.”\u003cbr\u003e\u003cb\u003e—Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing \u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e“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.”\u003cbr\u003e\u003cb\u003e—Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services \u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e“\u003ci\u003eThe Challenger Sale \u003c\/i\u003eshows 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.”\u003cbr\u003e\u003cb\u003e—Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals \u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e“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, \u003ci\u003eThe Challenger Sale \u003c\/i\u003eis a must-read.”\u003cbr\u003e\u003cb\u003e—Tom Meek, vice president, sales, Henkel Adhesives Technologies\u003c\/b\u003e\u003cb\u003eMatthew Dixon\u003c\/b\u003e is a managing director and \u003cb\u003eBrent Adamson\u003c\/b\u003e is a  senior director with Corporate Executive Board's Sales Executive Council  in Washington, D.C. \u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout Corporate Executive Board\u003c\/b\u003e \u003cbr\u003eBy 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. \u003cbr\u003e\u003cp\u003e\u003cb\u003eFor more information visit  \u003cbr\u003ewww.executiveboard.com  \u003cbr\u003ewww.thechallengersale.com \u003cbr\u003e\u003c\/b\u003e\u003c\/p\u003e","brand":"Portfolio","offers":[{"title":"Default Title","offer_id":46299815215333,"sku":"NP9781591844358","price":34.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781591844358.jpg?v=1767738650","url":"https:\/\/k12savings.com\/es\/products\/the-challenger-sale-isbn-9781591844358","provider":"K12savings","version":"1.0","type":"link"}