The Challenger Sale

  • by Matthew Dixon, Brent Adamson
  • Narrated by Matthew Dixon, Brent Adamson
  • 5 hrs and 43 mins
  • Unabridged Audiobook

Publisher's Summary

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, behaviors, knowledge, and attitudes that matter most for high performance.
What they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale 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. Instead 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.
The 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.


What the Critics Say

"The most important advance in selling for many years." (Neil Rackham, author of SPIN Selling)


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Customer Reviews

Most Helpful

Take control and improve

If you could sum up The Challenger Sale in three words, what would they be?

Authentic, Disruptive, Insights

What was one of the most memorable moments of The Challenger Sale?

Challenge the customers assumptions - "Reframe"

Have you listened to any of Matthew Dixon and Brent Adamson ’s other performances? How does this one compare?

First time. Will look at some of there other titles.

If you made a film of this book, what would be the tag line be?

Let's go be "Disruptive"

Any additional comments?

My career in sales has been over 25 years and is still going forward. The "Challenger" sales model was introduced to me by a recruiting leader. Did not secure the role, but the insights shared will most certainly improve my actions going forward :)

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- Amazon Customer

now I know why!

great book. Simon is also a great narrator. would recommend this to anyone who really wants to understand why people are loyal to certain brands or people.
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- bunny001

Book Details

  • Release Date: 08-07-2015
  • Publisher: Gildan Media, LLC