Book Reviews

The Challenger Sale

By: Matthew Dixon and Brent Adamson

The Challenger Sale

Every now and then, a sales book hits the scene that not only makes you think, but causes you to investigate all previous learning.

The Challenger Sale is one of those sales books.

Deeply researched, and artfully organized, Dixon and Anderson have identified and described five seller types, one of which is the Challenger. Their research posits that as suppliers have made every effort to de-commoditize their offerings, making them more customizable, buying systems have become complex. The Challenger must teach for differentiation, tailor for resonance, and take control of the sale.

This is a great book for sales teams to read and review together. There are a number of helpful tools that will help the sales leader determine her current state, and better determine a more desirable future—strategy, structure, and process.

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