This title argues that classic relationship-building is the wrong approach. Shares the secret to sales success: don't just build relationships with customers. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. space exploration to date. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. a basic overview of the triumphs and tragedies of U.S. They are assertive, pushing back when necessary and taking control of the sale. They tailor their message to the customer's specific needs.
Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. The Challenger Sale (TCS), by Matt Dixon and Brent Adamson is an important book for sales professionals and sales managers involved in complex B2B sales as it proves that a number of commonly held beliefs about sales behavior are obsolete. 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. The Challenger Sale argues that classic relationship-building is the wrong approach. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. The best salespeople 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. Jim Young and Dallas Wells review the book and discuss how it relates to the. In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. In The Challenger Sale, Brent and Matthew Dixon Adamson argue that the.
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