The Challenger Sale
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Summary
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The Challenger Sale by Matthew Dixon
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, this title argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.
The most important advance in selling for many yearsNeil Rackham, author of SPIN Selling The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery. Dan James, former chief sales officer, DuPont
Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.
| SKU | Unavailable |
| ISBN 13 | 9781591844358 |
| ISBN 10 | 1591844355 |
| Title | The Challenger Sale |
| Author | Matthew Dixon |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | Penguin Putnam Inc |
| Year published | 2011-11-10 |
| Number of pages | 240 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |