#2045
Mentioned in 14 episodes
The Challenger Sale
Taking Control of the Customer Conversation
Book • 2011
Based on an extensive study of thousands of sales reps across multiple industries, 'The Challenger Sale' argues that classic relationship building is less effective, especially in complex business-to-business sales.
The authors identify five distinct sales profiles, with the 'Challenger' being the highest performer.
Challengers approach customers with unique insights, tailor their message to the customer's needs, and assertively take control of the sale.
The book provides a framework for identifying and training sales reps to adopt the Challenger approach, which can lead to higher customer loyalty and greater growth.
The authors identify five distinct sales profiles, with the 'Challenger' being the highest performer.
Challengers approach customers with unique insights, tailor their message to the customer's needs, and assertively take control of the sale.
The book provides a framework for identifying and training sales reps to adopt the Challenger approach, which can lead to higher customer loyalty and greater growth.
Mentioned by
Mentioned in 14 episodes
Mentioned by 
Lenny Rachitsky as his first book, a #1 Wall Street Journal bestseller, and sold over a million copies worldwide.
Lenny Rachitsky as his first book, a #1 Wall Street Journal bestseller, and sold over a million copies worldwide.
430 snips
The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
Mentioned by 
Matt Dixon as his first book which became a number one Amazon and Wall Street Journal bestseller.
Matt Dixon as his first book which became a number one Amazon and Wall Street Journal bestseller.
57 snips
736: How High Performers Land New Business, with Matt Dixon
Mentioned by Keely Flood as a book she previously recommended, focusing on team performance and learning.
26 snips
Stop Chasing Shiny Objects: Proven Recruiting Systems & Mindsets (No AI Hype!) with Keely Flood
Mentioned by Craig Rosenberg as a book Brent co-authored, highlighting Brent's extensive travels promoting it.
18 snips
Reframing B2B Sales to Drive Buyer Confidence with Brent Adamson - Ep. 40
Recommended by 
Hishem Azzouz , noting its relevance to Sam's approach to sales through challenging clients.
Hishem Azzouz , noting its relevance to Sam's approach to sales through challenging clients.
16 snips
Success Strategies for Contract Recruitment: Lessons From Million Pound Biller Sam Ingwell
Mentioned as the best-selling book that gives B2B sellers a competitive advantage.
#6 The Value Demo
Introduced as a best-selling book that gives B2B sellers a competitive advantage.
#3 The Discovery Call
Mentioned by Dan Dal Degan when discussing his early career and the impact it had on his sales philosophy.
#107: Mentoring the Next Generation of Successful Sales Leaders
