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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

  • Downloads：2297
  • Type：Epub+TxT+PDF+Mobi
  • Create Date：2021-06-23 08:53:11
  • Update Date：2025-09-06
  • Status：finish
  • Author：Matthew Dixon
  • ISBN：0670922854
  • Environment：PC/Android/iPhone/iPad/Kindle
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Summary

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。

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Reviews

Akshay ，

This book suffers from 2 of the 3 typical non-fiction flaws。It has a lot of fluff and unrealistic success stories， but it is easy to read so at least it has that going for it。The methodology described in the book is sound， but geared towards selling to large organizations only。 So if you work at an organization that targets across the spectrum， including SMBs， incorporating challenger across the board will fall flat。Amongst the ocean of fluff， there are islands of great insight。It's worth skimmi This book suffers from 2 of the 3 typical non-fiction flaws。It has a lot of fluff and unrealistic success stories， but it is easy to read so at least it has that going for it。The methodology described in the book is sound， but geared towards selling to large organizations only。 So if you work at an organization that targets across the spectrum， including SMBs， incorporating challenger across the board will fall flat。Amongst the ocean of fluff， there are islands of great insight。It's worth skimming the first time。 If you find it useful， then you can go back and pick out what you need。 。。。more

Dustin Moen ，

Interesting take on sales

Derek ，

I thought this was great until I got the wolf on walstreet's sales book。 I thought this was great until I got the wolf on walstreet's sales book。 。。。more

Steven Briggs ，

Americanised crap。

Jean Dupenloup ，

Blurgh。I work for a Challenger organization， and while I approve of the model in general （it’s a kinder， more customer-oriented way to do sales） the book itself is pretty forgettable。The first three chapters seem geared toward selling companies on Challenger， and little else， and the way the principles are taught center on how this method can help you get more sales， not how it can help clients。Kind of a gross， seedy， slimy sales book。

Laurentiu Andrei ，

I like the approach of the Challenger Sale。It can be used outside of sales， such as in the everyday life。The book is not aimed for a one man team， it's aimed for a business which wants their sale reps to learn how to become challenger reps， but with some effort you can learn and adapt for a one man team if that's required。 I like the approach of the Challenger Sale。It can be used outside of sales， such as in the everyday life。The book is not aimed for a one man team， it's aimed for a business which wants their sale reps to learn how to become challenger reps， but with some effort you can learn and adapt for a one man team if that's required。 。。。more

Cedric Chin ，

I'm having trouble rating this book。Enough credible people have said that the Challenger Sale was a 'landmark publication'， that 'they keep coming back to it'， and that it's a 'must read' 。。。 that I assume the problem is with me， not with the book itself。 But I read this right after SPIN Selling， and SPIN was an order magnitude better — the thinking there was more rigorous， the argumentation crisper， and the techniques better presented。 The irony， of course， is that SPIN's author， Neil Rackham， I'm having trouble rating this book。Enough credible people have said that the Challenger Sale was a 'landmark publication'， that 'they keep coming back to it'， and that it's a 'must read' 。。。 that I assume the problem is with me， not with the book itself。 But I read this right after SPIN Selling， and SPIN was an order magnitude better — the thinking there was more rigorous， the argumentation crisper， and the techniques better presented。 The irony， of course， is that SPIN's author， Neil Rackham， endorsed Challenger as the next major update to the SPIN Selling paradigm。 He even wrote the foreword to this book。I think my problem with the Challenger approach is that I do not have the background to appreciate it。 Reader beware: the authors assume that you have a background in solution selling， and are looking for an upgrade that takes you from good to great。 To be fair to them， they make it clear that the target audience for the book are those who are running fairly complex， high-value sales deals。 If you're selling into smaller accounts， or if your product involves less stakeholders， it's probably worth it to stick to something like SPIN。 。。。more

Leonard ，

Definition of a challenger: This is a person who isn’t afraid to take control， winning sales through teaching and not through persuading。 They have deep knowledge of the customer， and enjoy debating details and pushing the envelope with innovative ideas and insightsmake a hypothesis → reframe the problem → increase the problem → demonstrate how problem impacts the business → offer the solutioneffective sales isn’t just about pitching a product。 It’s about teaching and changing the perspective of Definition of a challenger: This is a person who isn’t afraid to take control， winning sales through teaching and not through persuading。 They have deep knowledge of the customer， and enjoy debating details and pushing the envelope with innovative ideas and insightsmake a hypothesis → reframe the problem → increase the problem → demonstrate how problem impacts the business → offer the solutioneffective sales isn’t just about pitching a product。 It’s about teaching and changing the perspective of your potential customer。 。。。more

James Crotchett ，

I found their research， insights and case studies very relevant and useful to improving a salesperson's preparedness to have the right conversation with clients。 I found their research， insights and case studies very relevant and useful to improving a salesperson's preparedness to have the right conversation with clients。 。。。more

Jennifer Fann-Tucker ，

Good read

Jennifer Kaehms ，

A great challenger sale is similar to developing a great product。

Brad Searing ，

undeniable method for B2B sales。

Raul Santana ，

Excellent Book。 Good advice for those of us that are in a sales role

Minh-Hien Ho ，

The key points of the book are noteworthy， but it has been a challenging read for me as the way the author gets to and elaborates on these key points is a little lengthy， repetitive and sometimes not so organized。 I'd definitely recommend reading a summary of this book。 The key points of the book are noteworthy， but it has been a challenging read for me as the way the author gets to and elaborates on these key points is a little lengthy， repetitive and sometimes not so organized。 I'd definitely recommend reading a summary of this book。 。。。more

Toni Kokkonen ，

Good book with well explained reasoning。 Very much like spin selling in the way it explains its points。 Largely focused around the idea that sales people should challenge their customers to new thinking as most likely the sales person is more knowledgeable about whatever he's selling than the customer is in buying that particular product or service。 Doesn't mean to go too aggressive and try to strong arm the customer into thinking in opposite ways。 Could be called "The Teacher Sales" but that de Good book with well explained reasoning。 Very much like spin selling in the way it explains its points。 Largely focused around the idea that sales people should challenge their customers to new thinking as most likely the sales person is more knowledgeable about whatever he's selling than the customer is in buying that particular product or service。 Doesn't mean to go too aggressive and try to strong arm the customer into thinking in opposite ways。 Could be called "The Teacher Sales" but that definitely wouldn't be as well selling of a book title。Not as good or relevant as Spin selling， but still most likely amongst the best sales books for large and complex sales。 。。。more

Abhishek Kapur ，

Eye openingI have always believed that Sales capability is something you are born with。 What this book shows is the way to embed what a few have into a process which will help a large part of the sales force。 The role of the organization vs the reps clearly shows the difference between effective organizations and ones which live or die by the performance of their “rain makers”

Ceil ，

The original。 Not just a terrific approach， but real world structure for making it stick， no matter what functional specialty you're in。 The original。 Not just a terrific approach， but real world structure for making it stick， no matter what functional specialty you're in。 。。。more

Chandni ，

Well written book for reps wanting to move from relationship builder to challenger profile and for companies to train their reps using this method of selling。 I recommend。

Roomet Saadi ，

I wouldn't agree that challenger approach is a new standard， but definitely， it was a really useful read。 I think asking deep questions（Spin Selling） outperforms "challenging" most of the situations because Spin Selling follows fundamental principles - human psychology。 However:I believe challenger approach is extremely applicable with1。 Outbound prospects with whom we haven't earned the right to ask deep questions and the dynamic of the call is rather "show me what you got"。2。 Professional buye I wouldn't agree that challenger approach is a new standard， but definitely， it was a really useful read。 I think asking deep questions（Spin Selling） outperforms "challenging" most of the situations because Spin Selling follows fundamental principles - human psychology。 However:I believe challenger approach is extremely applicable with1。 Outbound prospects with whom we haven't earned the right to ask deep questions and the dynamic of the call is rather "show me what you got"。2。 Professional buyers who are tired of the conventional relationship approach。 Still， the book made me do some changes in my presentation， therefore clear 5 stars！ 。。。more

Gabe ，

Any book that makes its claims and then backs it up with big data is my kind of book。 I didn't find it as applicable as I thought I might， being a full-time salesperson， it is much more focused on b2b。 Any book that makes its claims and then backs it up with big data is my kind of book。 I didn't find it as applicable as I thought I might， being a full-time salesperson， it is much more focused on b2b。 。。。more

Deepak Palani ，

Good book， if you are in sales or group role， you need to read the book。

Emily ，

I had to read this for work。 If you are looking for a different perspective on sales， this will give you that different perspective。 While I appreciate the Challenger Sales model， I don't feel like it's the only way to increase sales。 I feel that some parts of the Challenger sales model can be incorporated into a relationship seller's toolkit for continued success。 I had to read this for work。 If you are looking for a different perspective on sales， this will give you that different perspective。 While I appreciate the Challenger Sales model， I don't feel like it's the only way to increase sales。 I feel that some parts of the Challenger sales model can be incorporated into a relationship seller's toolkit for continued success。 。。。more

Rosbel ，

Good concepts backed up by surveys， interesting research and results in different organizations。 It's a good starting point to conceptualize for B2B companies （as a value-driver for general pitches， copy-writing， marketing， product dev， sales）。 Just beware it lacks more examples and hands-on approaches。It offers:+ a clear commercial teaching path of 6 steps （p。66: warmer， reframe， rational drowning， emotional impact， new way， implementation map）+ key items to plan and be prepared throughout the Good concepts backed up by surveys， interesting research and results in different organizations。 It's a good starting point to conceptualize for B2B companies （as a value-driver for general pitches， copy-writing， marketing， product dev， sales）。 Just beware it lacks more examples and hands-on approaches。It offers:+ a clear commercial teaching path of 6 steps （p。66: warmer， reframe， rational drowning， emotional impact， new way， implementation map）+ key items to plan and be prepared throughout the conversation， especially for negotiating （p。 133: target， questions to ask， info to protect， possible negotiables - cost vs value）+ sales managers key performance relies on 2 activities （p。 146: Sales Innovation [investigate， create， share]， Coaching） 。。。more

Debbie ，

I think this is the first sales book I’ve read。 It was approachable but not super interesting， and felt a bit too much like an extended pitch for their consulting services。 But I’m pretty ambivalent about sales in general， so maybe just a tough customer here。。。

Tom Dixon ，

Essential to any sales rep or leader looking to develop their skills

Johannes ，

Very American， but book gives very clear recommendations and tips to a way of selling that is adapted to client needs anno 2021。

William Weir ，

Powerful and useful approach to selling， but like many business books spends overly long selling its programme。 Understandable but makes it a slightly frustrating read。 Expect that there are other books that build on this foundation with greater emphasis on the how not just the why。

Jason ，

I'll be going back to this one and unpacking the tips for a long time。 It's full of ideas that beg to be implemented properly but will take time。 I'll be going back to this one and unpacking the tips for a long time。 It's full of ideas that beg to be implemented properly but will take time。 。。。more

Sarah ，

This review has been hidden because it contains spoilers。 To view it， click here。 One of the best sales books I've read。 I like how tactical it was and how there were different guides/playbooks for interviewing， coaching， etc。 It's an interesting methodology and I'm not sure if I would use the challenger method in 100% of my tactics but probably a hybrid of this and other methodologies。 One of the best sales books I've read。 I like how tactical it was and how there were different guides/playbooks for interviewing， coaching， etc。 It's an interesting methodology and I'm not sure if I would use the challenger method in 100% of my tactics but probably a hybrid of this and other methodologies。 。。。more

Janine Sneed ，

1。） Of the 5 types of sellers， Challengers are the most effective。 Relationship builders are the least effective in a complex sales environment。 2。） Challengers teach， train， and take control - all with constructive tension。3。） Reframe problems。 Customers want you to teach them something they don’t know vs validate what they do know。 4。） “Commercial teaching” is a centralized process to get scale。 Don’t make your sellers write your differentiation。

Reference

google book https://www.google.com/search?tbm=bks&q=The Challenger Sale: Taking Control of the Customer Conversation. Matthew Dixon and Brent Adamson

hathitrust digital library https://babel.hathitrust.org/cgi/ls?q1=The Challenger Sale: Taking Control of the Customer Conversation. Matthew Dixon and Brent Adamson&field1=ocr&a=srchls&ft=ft&lmt=ft

The British Library https://bll01.primo.exlibrisgroup.com/discovery/search?query=any,contains,The Challenger Sale: Taking Control of the Customer Conversation. Matthew Dixon and Brent Adamson&tab=LibraryCatalog&search_scope=Not_BL_Suppress&vid=44BL_INST:BLL01&lang=en&offset=0