Your success or failure also depends on who you challenge. Now their latest research reveals something even more surprising: Being a Challenger seller isnвЂ™t enough. The Challenger Customer Book Description :ДЇour years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. 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. 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. 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.

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