The Challenger Sale

How To Take Control of the Customer Conversation

Author: Matthew Dixon,Brent Adamson

Publisher: Penguin UK

ISBN: 0670922862

Category: Business & Economics

Page: 240

View: 6039

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THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD 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. www.executiveboard.com www.thechallengersale.com

SUMMARY: The Challenger Sale: Taking Control of the Customer Conversation: BY Matthew Dixon & Brent Asamson | The MW Summary Guide

Author: The Mindset Warrior

Publisher: K.P.

ISBN: N.A

Category: Study Aids

Page: N.A

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An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer to in the future? ✅ In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.. NOTE: To Purchase the "The Challenger Sale"(full book); which this is not, simply type in the name of the book in the search bar of your bookstore.

The Challenger Sale ...in 30 Minutes

The Expert Guide to Matthew Dixon and Brent Adamson's Critically Acclaimed Book

Author: N.A

Publisher: Callisto Media Inc

ISBN: 1623152097

Category: Business & Economics

Page: 42

View: 7270

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0 0 1 275 1574 Callisto Media 13 3 1846 14.0 Normal 0 false false false EN-US JA X-NONE /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:Cambria; mso-ascii-font-family:Cambria; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Cambria; mso-hansi-theme-font:minor-latin;} The Challenger Sale ...in 30 minutes is your guide to quickly understanding the important sales lessons outlined in the best-selling book The Challenger Sale: Taking Control of the Customer Conversation. In The Challenger Sale, best-selling authors Matthew Dixon and Brent Adamson reveal the key to being a successful salesperson, even in the midst of a global recession. Through massive global research and data collected from more than ninety companies, the authors reveal that the best method for closing sales is to use a style called the “Challenger sale.” The Challenger sale is a unique strategy in which a salesperson challenges and confronts the beliefs of a customer and pushes him out of his comfort zone. Through their detailed research, Dixon and Adamson make the compelling argument that you do not have to build a relationship to make a sale—instead, you have to use a Challenger sale to push your customers to think differently about what they need, and then give them a solution. The Challenger Sale is a necessary guidebook for both salespeople and sales managers who want to increase their sales across the board. Use this helpful guide to understand The Challenger Sale in a fraction of the time, with tools such as: · Concise synopsis, which examines the principles of The Challenger Sale · In-depth analysis of useful concepts from The Challenger Sale, such as "Solution Sales" and "Challenging the Core Sales Staff" · Practical applications for adopting the Challenger sale style into your business's sale and marketing strategies · Extensive recommended reading list and glossary to improve your knowledge about the Challenger sale method As with all books in the 30 Minute Expert Series, this book is intended to be purchased alongside the reviewed title, The Challenger Sale: Taking Control of the Customer Conversation.

The Challenger Sale ... in 30 Minutes - the Expert Guide to Matthew Dixon and Brent Adamson's Critically Acclaimed Book

Author: The 30 Minute Expert Series

Publisher: N.A

ISBN: 9781623152086

Category:

Page: 42

View: 8011

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The secret to success is not merely building relationships; it's challenging them. The Challenger Sale ...in 30 minutes is the essential guide to quickly understanding the important lessons outlined in coauthors Matthew Dixon and Brent Adamson's best-selling book, The Challenger Sale. Understand the key ideas of The Challenger Sale in a fraction of the time, using this guide's: Concise synopsis, which examines the principles of The Challenger Sale In-depth analysis of key concepts, such as "Solution Sales" and "Challenging the Core Sales Staff" Practical applications for incorporating the Challenger sales style into your business's sales strategies and marketing techniques Insightful background on coauthors and senior directors for the Corporate Executive Board Matthew Dixon and Brent Adamson Extensive recommended reading list and glossary In The Challenger Sale, best-selling authors Matthew Dixon and Brent Adamson present the findings of their worldwide investigation into why some salespeople continue to close deals on large accounts even during a global recession. Utilizing the data collected from over ninety companies, the authors discovered that most salespeople fell into one of five categories, the most effective (by far) being the Challenger sales style. More than half of all business sales are made by Challenger salespeople, whose unique strategies--confronting the beliefs of the customer, rejecting the status quo, and pushing the customer out of his comfort zone--prove that relationship building is not as effective a sales tool as sales executives tend to think. The new gold standard in sales, according to the authors, is to help customers think differently about their needs while presenting them with new solutions. An insightful guidebook for both salespeople and their managers, The Challenger Sale provides effective techniques for increasing an organization's customer loyalty, growth, and success. About the 30 Minute Expert Series The 30 Minute Expert Series is designed for busy individuals interested in exploring a book's ideas, history, application, and critical reception. The series offers detailed analyses, critical presentations of key ideas and their application, extensive reading lists for additional information, and contextual understanding of the work of leading authors. Designed as companions to the original works, the 30 Minute Expert Series enables readers to develop expert knowledge of important works ...in 30 minutes. As with all books in the 30 Minute Expert Series, this book is intended to be purchased alongside the reviewed title, The Challenger Sale: Taking Control of the Customer Conversation.

The Challenger Customer

Selling to the Hidden Influencer Who Can Multiply Your Results

Author: Matthew Dixon,Nick Toman,Brent Adamson,Pat Spenner

Publisher: Penguin UK

ISBN: 024197268X

Category: Business & Economics

Page: 288

View: 7132

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The long-awaited sequel to the bestselling sales classic The Challenger Sale 'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' DANIEL H. PINK, author of To Sell is Human and Drive Four years ago, the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting, and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again. thechallengercustomer.co.uk

Sales Hunting

How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon

Author: David A. Monty

Publisher: Apress

ISBN: 1430267704

Category: Business & Economics

Page: 276

View: 7632

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The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople—or veterans developing new territories—chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. Sales Hunting helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: Why most customers don’t want to buy from you . . . yetWhy trust-based relationships enable you to open up territories and bag the biggest customers quicklyHow to qualify and rank customers based on traitsHow to get in step with the customer’s buying cycleHow to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts. What you’ll learnWhy traditional sales models do not work for new account acquisition. Why long-term sales success is built on developing a trusted relationship with the customer.The best methods for achieving first meetings.The best solutions to lead with.How to qualify customer and opportunities. Where to best spend your time.How to measure and track your success.Who this book is for Salespeople and sales managers opening new territories or trying to penetrate new accounts. Table of ContentsHunting MisunderstoodIdentify the Silent Sales KillersThe Buyer ProcessThe Sales ProcessTrustTrust Sales CycleBuild Business RelationshipsUnderstand the Sales EquationPreplanning: Prepare YourselfNiche SellingRich Hunting GroundsWhere to Find CustomersCold CallingOn the Phone for the First TimePower in SalesSelling StrategiesQualify the CustomerBuilding Trust before OpportunityQualifying and Developing OpportunitiesAre You Winning or Losing?Wrapping UpSummary

The Effortless Experience

Conquering the New Battleground for Customer Loyalty

Author: Matthew Dixon,Nicholas Toman,Rick DeLisi

Publisher: Penguin UK

ISBN: 0241967929

Category: Business & Economics

Page: 256

View: 8519

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A new breakthrough idea about how to win customer loyalty from Matthew Dixon, the bestselling author of The Challenger Sale Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted longstanding myths about sales. Now they've turned to a new vital business subject - customer loyalty - with a book that turns conventional wisdom on its head. Companies devote untold time and resources trying to dazzle customers. Yet CEB's careful research proves that is wildly overrated: loyalty has a lot more to do with how well companies deliver on their basic promises than on how dazzling the service experience might be. Forget bells and whistles and just solve your customer's problems. The Effortless Experience lays out the four pillars of a low-effort customer experience, with robust data, insights and profiles. Here are tools and templates you can start applying right away to improve service, reduce costs, and ultimately generate the elusive loyalty that the 'dazzle factor' fails to deliver. The rewards are there for the taking, and the pathway to achieving them is now clearly marked. 'A business detective story, in which cherished truths are systematically investigated-and frequently debunked' -Dan Heath, coauthor of Decisive, Switch, and Made to Stick Matt Dixon is Executive Director of the Sales & Service Practice at CEB. He is a frequent contributor to the Harvard Business Review, and his previous book, The Challenger Sale, was a Wall Street Journal bestseller. Nick Toman is Senior Director of Research for CEB's Sales & Services Practice and is a frequent contributor to the Harvard Business Review. Rick DeLisi is Senior Director of Advisory Services for CEB's Sales & Service Practice and a noted public speaker and facilitator.