Location via proxy:   [ UP ]  
[Report a bug]   [Manage cookies]                
Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    From $11.99/month after trial. Cancel anytime.

    A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson: How to Take Control of the Customer Conversation
    A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson: How to Take Control of the Customer Conversation
    A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson: How to Take Control of the Customer Conversation
    Ebook26 pages20 minutes

    A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson: How to Take Control of the Customer Conversation

    By Joosr

    5/5

    ()

    Read preview

    About this ebook

    In today's fast-paced world, it's tough to find the time to read. But with Joosr guides, you can get the key insights from bestselling non-fiction titles in less than 20 minutes. Whether you want to gain knowledge on the go or find the books you'll love, Joosr's brief and accessible eBook summaries fit into your life. Find out more at joosr.com.

    Although traditional approaches to sales suggest that salespeople should concentrate solely on making connections with clients and on keeping them comfortable, this is actually an extremely ineffective way to close a deal and make a profit. What if you were to do the opposite and instead challenge your customers?

    These days customers expect more from salespeople than simply being affable and accommodating: they want you to offer expert insights and challenging interactions. The Challenger Sale shows you how to give them exactly this, pushing them out of their comfort zones and into success with a bold new approach to business-to-business selling.

    You will learn:

    · How to hold firm on price without alienating your customers

    · Why meetings with clients should be an opportunity to teach rather than learn

    · How to create pitches that get support from stakeholders throughout the customer's company.

    LanguageEnglish
    PublisherJoosr
    Release dateSep 16, 2016
    ISBN9781785674501
    A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson: How to Take Control of the Customer Conversation

    Read more from Joosr

    Related to A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson

    Related ebooks

    Marketing For You

    View More
    View More

    Related podcast episodes

    Related articles

    • UNLIMITED

      Two Powerful Ways To Grow Your Sales

      Apr 22, 2020

      If you have ever failed, you know something that those who never tried don’t. You learn much more from failure than you do from success. If you pay attention. However, salespeople are failing every day and missing the opportunity to learn. I’ve disti

      2 min read

    • UNLIMITED

      Make Your Team Bigger

      Mar 16, 2021

      Teaming out is a characteristic behavior of the most effective executive teams, and one that my research institute has decoded as a high-return practice. Through 20 years of coaching, I’ve seen it speed collaboration and accelerate growth. Teaming ou

      2 min read

    • UNLIMITED

      Data-Driven Marketing in Action

      Mar 16, 2021

      When it comes to digital marketing experience, Ajay Gupta’s background is decidedly varied. As a teenager, he ran a wrestling website. Later, after graduate school, he briefly joined Hillary Clinton’s 2008 run for President of the United States. When

      2 min read

    • UNLIMITED

      Sales Volume Or Sales Value: Which Is Best For You?

      Jun 24, 2019

      IN THIS instalment of our ‘8 levers of sales growth’ series we tackle the decision between aiming for a greater volume of new sales versus increasing the value of each sale. In some respect, this decision comes down to how many new sales can your bus

      2 min read

    • UNLIMITED

      How To Beat Price-focused Competitors

      Apr 22, 2019

      SO YOU’VE GOT a good share of your market. Your business is ticking along nicely, revenue is increasing, and profit is too. You’re feeling pretty great about your success so far. Then along comes an overseas competitor, with big buying power, a hefty

      2 min read

    • UNLIMITED

      Grow Your Remote Business

      Jun 30, 2020

      Grow Your Remote Business
      4 min read

    • UNLIMITED

      All Roads Lead To A Great Customer Experience

      Jan 17, 2023

      Right now, with high interest rates and less cash to go around, business owners are rightly thinking about money. The main thought on your mind is probably ‘How do we keep the cash flowing?’ The answer, perhaps obviously, lies with your customers. Wh

      2 min read

    • UNLIMITED

      Straightforward Solutions And Strategies

      Apr 25, 2022

      HELLO, I’M CLARE – YOUR POSITIVELY CREATIVE PROBLEM SOLVER I’M AT MY VERY HAPPIEST PARTNERING WITH BUSINESS OWNERS LIKE YOU TO STRENGTHEN AND CONFIDENTIALY MOVE YOUR BUSINESS FORWARD. WHEN NOT WORKING YOU’LL FIND ME OUTSIDE, RAIN OR SHINE RUNNING OR

      4 min read

    • UNLIMITED

      Growth Through Insights

      Aug 28, 2019

      Growth Through Insights
      4 min read

    • UNLIMITED

      Low-Cost Marketing Methods!

      Mar 31, 2020

      Low-Cost Marketing Methods!
      3 min read

    • UNLIMITED

      9 Complete Guide: 8 Mistakes You Must Avoid In Your Content Marketing Campaign In 2020

      Nov 30, 2020

      Complete Guide: 8 mistakes you must avoid in your content marketing campaign in 2020 Content being the king of all marketing activities worldwide, content marketing has gained popularity over time as one of the best investments a brand can make. It’s

      14 min read

    • UNLIMITED

      Caring for Clients

      Dec 31, 2019

      Caring for Clients
      3 min read

    • UNLIMITED

      Decision Time: More Profit Or More Sales?

      Apr 22, 2019

      IN THE NEXT look at our “8 levers of sales growth” series we tackle the decision between winning more valuable clients (lever 2) or winning a higher volume of clients (lever 3). If your business is in the fortunate position of being well established

      2 min read

    • UNLIMITED

      Selling Your Construction Business to Employees or Family? Here Are 5 Tips for Success!

      Sep 3, 2022

      The construction industry is booming, and there doesn’t appear to be an end in sight. That’s great news if selling your small business is anywhere on your radar.  As someone who has built a successful business, maybe you have started to think about t

      4 min read

    • UNLIMITED

      Reach Your Customers!

      Mar 31, 2020

      Reach Your Customers!
      10 min read

    • UNLIMITED

      Good To Great: Becoming An Irresistible Business

      Apr 18, 2023

      Every time we go to a business we go with an expectation of certain standards. If it's a café, we expect the coffee and food to taste good, and the employees should be polite, if not friendly. You know that your dentist is qualified and should provid

      2 min read

    • UNLIMITED

      Catch And Keep The Power Of Retention

      Jul 20, 2022

      IS CEO OF CUSTOMER RADAR. FOR MORE INFORMATION ABOUT HOW YOU CAN MAKE A DIFFERENCE TO YOUR CUSTOMERS'EXPERIENCE AND BOTTOM LINE GO TO WWW.CUSTOMERRADAR.COM CUSTOMER EXPERIENCE There are few things more powerful to your business than delivering an exc

      2 min read

    • UNLIMITED

      Reputation Ready: Selling Your Business (and Your Brand)

      May 27, 2019

      IN TODAY’S FULLY connected world, reputation is everything. Whether your business survives, thrives, or dies all rests on the reputation you’re able to build and maintain. But reputation is perhaps most important when it comes time to sell your busin

      2 min read

    Related categories

    Reviews for A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson

    5/5

    1 rating1 review

    What did you think?

    Tap to rate

    Review must be at least 10 words

    • 5/5
      I highly recommend this quick read for anyone in sales.

    Book preview

    A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson - Joosr

    takeaways

    What’s it about?

    How does your business make sales? It’s likely you’ve been taught to concentrate on establishing relationships, ensuring that customers are always comfortable. But are these methods really the best approach to B2B selling, or are there better techniques you could use to truly engage and satisfy your clients?

    Matthew Dixon and Brent Adamson argue that not only is classic relationship building not as effective as people think, but it’s actually the least effective sales tactic out there. They challenge the rarely questioned notion that your relationship with a customer is singularly important, and ask whether cultivating such a connection through being agreeable and adaptable automatically leads to a sale. The pair suggest that relationships develop through sellers providing genuine value and original insights in their dealings with clients, building up loyalty by delivering great results. And this requires a totally different approach to sales.

    The Challenger Sale provides a template for this approach, offering a step-by-step guide for revolutionizing your sales technique so you can push your customers further, and get the results that both you and they want. Covering everything from how to refuse to compromise on price without alienating customers, to how to tailor your pitches to capture

    Enjoying the preview?
    Page 1 of 1