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The Challenger Sale cover art

The Challenger Sale

By: Matthew Dixon, Brent Adamson
Narrated by: Matthew Dixon, Brent Adamson
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Summary

Brought to you by Penguin.

Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them!

What's the secret to sales success?

If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. Matthew Dixon, Brent Adamson and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.

Their conclusion? The best salespeople don't just build relationships with customers. They challenge them.

Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.

©2012 Matthew Dixon and Brent Adamson (P)2021 Penguin Audio

What listeners say about The Challenger Sale

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  • Overall
    3 out of 5 stars
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    3 out of 5 stars

Not the best narration

Some decent content but a lot of this is simply common sense for anyone who’s worked in sales
Probably could have got by with a condensed version

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  • Overall
    5 out of 5 stars
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    5 out of 5 stars

I did not even realise I was an inactive challenger.

I am a lone wolf, however this book made me realise I was an inactive challenger, I used the TTT technique in a few pitches and they were drastically different. This book is a MUST if you want to up your skill set.

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    5 out of 5 stars
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    3 out of 5 stars

Great book strongly recommend

Really useful insight on reframing the sale process and perspective. Well worth your time

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  • Overall
    4 out of 5 stars
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    3 out of 5 stars

Too general

Honestly, could have fit everything into half an hour story. Too general, didn’t find it useful at all.

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    2 out of 5 stars
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  • RG
  • 31-03-23

Marketing material for their traning

In my point of view as a b2b software sales person I found this book as a waste of my time:
1. It’s meant for head of sales departments not the sales rep
2. High emphasis on promoting their sales training

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Limited learning

I have used the challenger process for several years but the book is more like a advert for training courses and spends too much time stating “this report by XYZ consulting showed 38% of customers/sales people/managers thought that….. it is also very repetitive

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