Penguin Random House South Africa

Categories: Business & Finance, International Non-Fiction, Non-Fiction, Adult
ISBN: 9780670922857
Published: June 2013
Imprint: Portfolio Penguin
Page Extent: 240
Format: Trade Paperback
RRP 440.00

Challenger Sale

Matthew Dixon, Brent Adamson

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About the book

THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD

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

The need to understand what top-performing reps are doing that their average performing colleagues are not is what drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board, to investigate the skills, behaviours, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps...

About the Author

Matthew Dixon

Matthew Dixon

BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review.

MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review.

PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to Forbes and the Harvard Business Review.

NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review.

CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders, and their teams with insight and actionable solutions to transform operations.

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Brent Adamson

Brent Adamson

No biography available for this author.

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