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Matthew Dixon and Brent Adamson
The Challenger Sale
Win more deals by teaching, tailoring, and taking control of the conversation—just like today’s top-performing sales pros.
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Core Biz Category:
Sales
Growth Category:
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What's You Learn?
Teaching customers something new about their business drives more sales than relationship-building – The Challenger Sale by Dixon and Adamson proves why challenging buyer assumptions outperforms traditional solution selling. This comprehensive Challenger Sale summary and key takeaways reveal:
- Five Sales Profiles - Challengers dominate top performers while Relationship Builders struggle most
- Teach-Tailor-Take Control - Educate customers on hidden problems before presenting solutions
- Commercial Teaching - Reframe customer thinking to make your solution the only logical choice
- Constructive Tension - Creating productive discomfort drives action better than avoiding conflict
Strategies
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About the Author
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5
Strategies—Don't Just Read;
Apply
Aim at the Smallest Viable Audience
Create a Compelling Story
Offer Generosity First
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5
Strategies—Don't Just Read;
Apply
Aim at the Smallest Viable Audience
Create a Compelling Story
Offer Generosity First
No items found.
5
Strategies—Don't Just Read;
Apply
Aim at the Smallest Viable Audience
Create a Compelling Story
Offer Generosity First
No items found.
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