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The Resource The challenger sale : taking control of the customer conversation, Matthew Dixon and Brent Adamson

The challenger sale : taking control of the customer conversation, Matthew Dixon and Brent Adamson

Label
The challenger sale : taking control of the customer conversation
Title
The challenger sale
Title remainder
taking control of the customer conversation
Statement of responsibility
Matthew Dixon and Brent Adamson
Creator
Contributor
Subject
Language
eng
Summary
What is 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. And 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. -- Jacket
Cataloging source
DLC
http://library.link/vocab/creatorDate
1972-
http://library.link/vocab/creatorName
Dixon, Matthew
Dewey number
658.85
Illustrations
illustrations
Index
index present
LC call number
HF5438.4
LC item number
.D59 2011
Literary form
non fiction
http://library.link/vocab/relatedWorkOrContributorName
Adamson, Brent
http://library.link/vocab/subjectName
  • Sales management
  • Selling
  • Customer relations
  • Customer relations
  • Sales management
  • Selling
Label
The challenger sale : taking control of the customer conversation, Matthew Dixon and Brent Adamson
Instantiates
Publication
Note
Includes index
Carrier category
volume
Carrier category code
nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
The evolving journey of solution selling -- The challenger selling model -- Teach me something I don't know -- The teaching coversation -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters
Control code
ocn707249860
Dimensions
24 cm
Extent
xvi, 221 pages
Isbn
9781591844358
Lccn
2011026907
Media category
unmediated
Media MARC source
rdamedia
Media type code
n
Other physical details
illustrations
System control number
  • (OCoLC)707249860
  • (Sirsi) a1903994
Label
The challenger sale : taking control of the customer conversation, Matthew Dixon and Brent Adamson
Publication
Note
Includes index
Carrier category
volume
Carrier category code
nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
The evolving journey of solution selling -- The challenger selling model -- Teach me something I don't know -- The teaching coversation -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters
Control code
ocn707249860
Dimensions
24 cm
Extent
xvi, 221 pages
Isbn
9781591844358
Lccn
2011026907
Media category
unmediated
Media MARC source
rdamedia
Media type code
n
Other physical details
illustrations
System control number
  • (OCoLC)707249860
  • (Sirsi) a1903994

Library Locations

    • Central Library, Jesse H. Jones BuildingBorrow it
      500 McKinney St., Houston, TX, 77002, US
      29.759431 -95.369953
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