Matthew Dixon, Brent Adamson Books
Matthew Dixon is a business researcher and consultant specializing in sales effectiveness and customer experience. Brent Adamson is a researcher and advisor in commercial strategy and co-author of several influential works on sales and marketing.
Known for: The Challenger Sale: Taking Control of the Customer Conversation
Books by Matthew Dixon, Brent Adamson
The Challenger Sale: Taking Control of the Customer Conversation
Based on an extensive study of thousands of sales representatives across industries, this book reveals that traditional relationship-building is no longer the best way to close deals. Instead, the most successful salespeople—known as Challengers—teach their customers, tailor their sales messages, and take control of the sales process. The authors present a practical framework for implementing the Challenger approach to drive higher performance and customer loyalty.
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The Five Sales Representative Profiles
At the heart of our research was the discovery that salespeople generally fall into five recognizable and consistent profiles. We called them the Hard Worker, Challenger, Relationship Builder, Lone Wolf, and Reactive Problem Solver. Each one represents a distinct mindset and set of behaviors that dr...
From The Challenger Sale: Taking Control of the Customer Conversation
The Challenger Profile
So what defines a Challenger? Through extensive interviews and observation, we found that Challenger salespeople consistently exhibit three core behaviors: they teach for differentiation, they tailor for resonance, and they take control of the sale. Each of these behaviors contributes to creating a ...
From The Challenger Sale: Taking Control of the Customer Conversation
About Matthew Dixon, Brent Adamson
Matthew Dixon is a business researcher and consultant specializing in sales effectiveness and customer experience. Brent Adamson is a researcher and advisor in commercial strategy and co-author of several influential works on sales and marketing. Both authors have worked with CEB (now part of Gartne...
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Matthew Dixon is a business researcher and consultant specializing in sales effectiveness and customer experience. Brent Adamson is a researcher and advisor in commercial strategy and co-author of several influential works on sales and marketing. Both authors have worked with CEB (now part of Gartne...
Matthew Dixon is a business researcher and consultant specializing in sales effectiveness and customer experience. Brent Adamson is a researcher and advisor in commercial strategy and co-author of several influential works on sales and marketing. Both authors have worked with CEB (now part of Gartner) to develop data-driven insights into sales performance.
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Matthew Dixon is a business researcher and consultant specializing in sales effectiveness and customer experience. Brent Adamson is a researcher and advisor in commercial strategy and co-author of several influential works on sales and marketing.
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