||174 of 177 people found the following review helpful.| Challenging The Challenger Sale|By Dave Kinnear|The good news about The Challenger Sale is that Dixon and Adamson further the concept of consultative selling. Even better, in my estimation, is that the authors seemed to use some solid data on which to base their theories. I like some of their approach such as, “Lead to your solution not with your solution,” and||The most important advance in selling for many years. -- Neil Rackham, author of SPIN Selling|About the Author|Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.
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 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, knowl...
[PDF.ny50] The Challenger Sale: Taking Control of the Customer Conversation Rating: 3.74 (795 Votes)
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You easily download any file type for your device.The Challenger Sale: Taking Control of the Customer Conversation | Matthew Dixon, Brent Adamson. A good, fresh read, highly recommended.
