Marked by radical new thinking and dramatic improvements in sales results, have been rare. The hiSTory of sales has been one of steady progress inter-rupted by a few real breakthroughs that have changed the whole direction of the profession. Your support of the authorsĩ781591844358_CHALLENGER.indb 4 9/7/11 10:09 AMĢ TheChallenger(Part1):ANewModelforHighPerformance 14ģ TheChallenger(Part2):ExportingtheModeltotheCore 30Ĥ TeachingforDifferentiation(Part1):WhyInsightMatters 44ĥ TeachingforDifferentiation(Part2):HowtoBuildInsight-LedConversations 65Ĩ TheManagerandtheChallengerSellingModel 140ĩ ImplementationLessonsfromtheEarlyAdopters 170ĩ781591844358_CHALLENGER.indb 7 9/7/11 10:09 AMĪppendixA: ChallengerCoachingGuide(excerpt) 205ĪppendixB:SellingStyleSelf-Diagnostic 208ĪppendixC: ChallengerHiringGuide:KeyQuestionstoAsk intheInterview 210ĩ781591844358_CHALLENGER.indb 8 9/7/11 10:09 AM Please purchase only authorized electronic editions and do not participate in or encourage electronic piracy of copyrightable materials. The scanning, uploading, and distribution of this book via the Internet or via any other means without the permission of the publisher is illegal and punishable by law.
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THE CHALLENGER SALE PDF PRO
Printed in the United States of AmericaSet in Adobe Garamond Pro The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson. Library of congress cataloging in publication dataDixon, Matthew, 1972. Sales Negotiation and SSN are trademarks and service marks of BayGroup International, Inc.Slides from The Power of Planning the Unplanned presentation used by permission of W. SSN Negotiation Planner and 2009 BayGroup International, Inc. Summary description of Situational Sales Negotiation training and methodology used by permission of BayGroup International, Inc. Penguin Books Ltd, Registered Offices:80 Strand, London WC2R 0RL, Englandįirst published in 2011 by Portfolio / Penguin,a member of Penguin Group (USA) Inc.Ĭopyright The Corporate Executive Board Company, 2011All rights reservedĬhallenger, Challenger Rep, and Challenger Development Program are trademarks and service marks of The Corporate Executive Board Company. Rosebank, Johannesburg 2196, South Africa New Zealand (a division of Pearson New Zealand Ltd)Penguin Books (South Africa) (Pty) Ltd, 24 Sturdee Avenue,
New Delhi 110 017, IndiaPenguin Group (NZ), 67 Apollo Drive, Rosedale, Auckland 0632, (a division of Pearson Australia Group Pty Ltd) Penguin Books India Pvt Ltd, 11 Community Centre, Panchsheel Park, Penguin Books Australia Ltd, 250 Camberwell Road, Camberwell,Victoria 3124, Australia
Stephens Green, Dublin 2, Ireland (a division of Penguin Books Ltd) (a division of Pearson Penguin Canada Inc.)Penguin Books Ltd, 80 Strand, London WC2R 0RL, England Penguin Group (Canada), 90 Eglinton Avenue East, Suite 700, Toronto, Ontario, Canada M4P 2Y3 Penguin Group (USA) Inc., 375 Hudson Street,New York, New York 10014, U.S.A. Portfolio / penguinPublished by the Penguin Group MATTHEW DIXON and BRENT ADAMSONof Corporate Executive BoardĬHALLENGERSALE Taking Control of the Customer Conversationĩ781591844358_CHALLENGER.indb 3 9/7/11 10:09 AM The most important advance in selling for many years.Neil Rackham, author of SPIN Selling