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The Challenger Sale Summary

Matthew Dixon

The Challenger Sale

by Matthew Dixon

The Challenger Sale

Matthew Dixon

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Insight Icon3 key insights
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This business-to-business sales guidebook teaches representatives that being assertive and challenging clients' assumptions will lead to more sales.

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The Challenger Sale

by Matthew Dixon

The Challenger Sale

Matthew Dixon

Overview

Forget what you've been told; the customer is not always right. Classic relationship building takes power out of your hands at the negotiating table; it's time to re-think. Your sales force should not be willing to bend over backward to make a deal or appease your clients. The modern sales landscape doesn't need yes-men, but assertive and educated sales reps that challenge client assumptions about their business.

Matthew Dixon and Brent Adamson are sales experts, executive advisors, and directors of the Corporate Executive Board's Sales Executive Council in Washington, D.C.

The Challenger Sale is a business-to-business sales tactics book for those looking to increase performance individually or across the sales force. Based on studies of thousands of sales reps across dozens of industries, Adamson and Dixon illustrate the benefits of creating a proactive, educated, assertive salesforce, providing steps to challenge the customer and make the deal.

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Favorite Quote

"Be memorable, not agreeable."

Matthew Dixon and Brent Adamson

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The Challenger Sale

Matthew Dixon

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