Pick Up The Challenger Sale: How To Take Control Of The Customer Conversation : Dixon, Matthew, Adamson, Brent Produced By Matthew Dixon Available In Paperbound

to me as a present by someone at LinkedIn following a conversation we had about maximizing opportunities and potential, this is an interesting concept and approach, thoroughly researched, At times it reads a little bit like an academic paper, with numerous references like of this in chapter X or as we discussed in X, but the message is clear, the identification is well made and the joint authorship flows well.
Curiously, for me at least, the book doesnt follow the challenger sale concept in talking about the potential of the CEB formerly the Corporate Executive Board, but maybe that is because I have experienced

its services first hand and so I already know about the benefits it offers.
If you have been in sales for thanyears, especially Field Sales, then this SHOULD really have nothing new to teach you, This book is based on research by people who are analyst's and never been in sales, and it shows by the assumptions they make based on the data versus the real world.
For me, its fundamental mistake is believing they have the whole spectrum of sales people included in the research, How many of you hitting your number, earning well would take time out of your day to do surveys for these peopleRather strikes me that the follow up novel tries to correct all the flaws in this one, but if you are new they could be worth the read, but remember, there are volumes of theories all backed up with data to prove that their process works, so take the bits that are relevant from all you meet, and then weave your own magic until you find your personal style that works.
Un livre qui s'appuie sur une réalité concrète et appuyée par des chiffres, Une nouvelle perpective pour les commerciaux avec une méthode de vente intelligente et exigente qui donne des résultats, A lire sans attendre pour tous ceux qui ont la volonté d'améliorer leur Ce livre est d'une pédagogie efficace: les concepts découlent d'études et d'analyses très éclairées.
les exemples bien choisis, les concepts qui s'appuient sur des schémas révélateurs, Un livre de chevet extrèmement utile si on veut saisir l'approche solutions de vente c'est ce qui m'a mené en dernier lieu à ce livre, Je dirige en France une société de services commerciaux externalisés et nous appliquons à la lettre avec succès sur le terrain les directives du CEB reprises dans ce livre oui là, contrairement à ce que j'ai pu lire ce Jadore ce livre, je lai lu à plusieurs reprises et je le trouve très intéressant pour la partie vente et discussion client.
Like many, I've had all of them TAS, SPIN, NLP, and all of the other variations on the theme of how to make gazillions in salesThe thing that intrigued me was the suggestion that we should challenge customers for best results ultimately.
For sure relationships, etc. are key the premise of this book is that customers will see value in a person/organisation that takes time to understand their business and then challenge the accepted wisdom where appropriate.
Whilst still midway though the book, it is an interesting read and I'll reserve judgement til the end although so far, so good, Really interesting book. Really challenging concepts especially to someone like me who has been congratulated over and over because of excellent communication skills, Starting a career in Sales, I am actually looking forward to applying a strategy that seems so unnatural, The concepts explained in the book make sense, now let's see how it translate in sales in my reality, Tevin GM Très bien Super livre arrive en très bon état! Livre exceptionnelle , fortement recommande pour ceux qui se lance dans le commerce J'ai ainsi réalisé que j'étais un Challenger depuis des années.
Mais ce livre m'a permis de bien comprendre mon processus commercial, Un seul gros défaut : le très faible nombre d'exemples et de cas concrets, A moins d'avoir son propre vécu pour faire le lien, Interesting concepts, although much of book is spent on selling the methodology to the reader, Lots of detail on their customers using the techniques and how critical it is for everyone to adopt this new style of sales, Heavy sales pitch nature of the book really comes across on the audio book version, Paper version avoids this and allows you to skim through at a faster pace, 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 Vendre comme on ne le conçoit pas intuitivement.
Vraiment excellent !! Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D, C.