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Summary of The Challenger Sale: Taking Control of the Customer Conversation

Summary of The Challenger Sale: Taking Control of the Customer Conversation

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Summary of The Challenger Sale: Taking Control of the Customer Conversation

61 pagine
22 minuti
Sep 3, 2018


The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson: Conversation Starters

The Challenger Sale opens with this question: What's the secret to sales success? Most business leaders would answer the question with relationships. While that is fundamentally true, Matthew Dixon and Brent Adamson argue that it is not enough to build relationships with customers. To be successful, business leaders need to challenge their relationships. Dixon and Adamson needed to understand what sets apart top-performing reps from the average performing ones. Together with their colleagues at Corporate Executive Board, Dixon and Adamson investigate the attitudes, behaviors, knowledge, and skills that matter to reps that have the highest sales performance. Their discovery may come as a shock to decades-old conventional sales wisdom. 

SPIN Selling author Professor Neil Rackham says that Dixon and Adamson’s research is “game-changing.”  His advice is not just to read it but also “think about it, implement it. You, and your organization will be glad you did.” DuPont former chief sales officer Dan James says that the amazing thing about this book is that it “breaks the winning elements of this powerful approach into a set of teachable skills.” Oakwood Temporary Housing Vice President Ken Revenaugh says that The Challenger Sale is “a must-read book for every sales professional.”

A Brief Look Inside:


than the surface of its pages. The characters and their world come alive,

and the characters and its world still live on.

Conversation Starters is peppered with questions designed to

bring us beneath the surface of the page

and invite us into the world that lives on.

These questions can be used to create hours of conversation:

• Foster a deeper understanding of the book

• Promote an atmosphere of discussion for groups

• Assist in the study of the book, either individually or corporately

• Explore unseen realms of the book as never seen before

Disclaimer: This book you are about to enjoy is an independent companion resource of the original book, enhancing your experience. If you have not yet purchased a copy of the original book, please do before purchasing this unofficial Conversation Starters.

© Copyright 2018 Download your copy now on sale

Read it on your PC, Mac, iOS or Android smartphone, tablet devices.

Sep 3, 2018

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Summary of The Challenger Sale - Paul Adams



The Challenger Sale

Matthew Dixon and Brent Adamson

Conversation Starters


By Paul Adams

Book Habits

Please Note: This is an unofficial Conversation Starters guide. If you have not yet read the original work, you can purchase the original book here.

Copyright © 2018 by BookHabits. All Rights Reserved. First Published in the United States of America 2018

We hope you enjoy this complementary guide from BookHabits. Our mission is to aid readers and reading groups with quality, thought provoking material to in the discovery and discussions on some of today’s favorite books.

Disclaimer / Terms of Use: This guide is unofficial and unauthorized. It is not authorized, approved, licensed, or endorsed by the original book's author or publisher and any of their licensees or affiliates. Product names, logos, brands, and other trademarks featured or referred to within this publication are the property of their respective trademark holders and are not affiliated with BookHabits. The publisher and author make no representations or warranties with respect to the

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