Challenger Selling

challenger_book

The Challenger Sale: Taking Control of the Customer Conversation: Matthew Dixon and Brent Adamson. Portfolio|Penguin, New York, NY. c2011. ISBN: 9781591844358

Website: http://www.executiveboard.com/challenger/index.html

How it's Used: The Challenger Sale is the new "best practice" approach to developing, executing and managing sales conversations with current and potential customers. Focus especially on the concept of commerical teaching, which is the technique I discuss in my presetation about how you can use your key competitive differentiators to teach the customer something they didn't know about their business. I also recommend you look at the sections on managing sales people's conversations. This is an element I heavily emphasize in the presentation: you must manage the conversation your sales people have and you should go on sales calls to hear them.

 

 

 

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Use the 99 Questions 
Methodology to create
content that aligns
your Sales and 
Marketing teams!
Generate Leads that
create more sales
results.

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You can get started today
by taking my free no-obligation
99 Questions Survey
that’s right, the same content
in my book “99 Questions
to Achieving Your Sales
Goals” is available to help
you evaluate your sales team.

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Designed to stimulate
thinking about your current
and desired selling
environments, and to
prompt dialog between
senior executives, sales
management and sales
people, my book is all
about the best practices
in creating and managing
sales teams!

Get My Book FREE!

 

Sales-in-a-Box








Sales-in-a-Box is an easy
5-step process to create
more sales for your bus-
iness using best practices
techniques that combine
messaging strategy,
content development,
websites and other 
technologies, and
sales tools. 

Find out More