Summary of The Challenger Sale

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The Challenger Sale book summary
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Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

In a field where new approaches and insights are rare, this book is a standout. Consultants Matthew Dixon and Brent Adamson spell out their business-to-business (B2B) sales construct, the “Challenger Sales Model,” overturn a few old assumptions (like Relationship Builders sell best) and set a new course for well-informed salespeople. Their innovative methods – drawn from research by the Sales Executive Council of the CEB, a global member-based advisory company – offer a new take. The book details an impressive, data-based B2B sales tactic, starting with helping you understand your sales personality type and explaining why you want to teach, tailor your message to and challenge your clients. Drawing from a survey of 6,000 sales reps, they explain what information to gather, how to present it and how to challenge your customers. getAbstract recommends their instructions to B2B sales professionals and to executives in sales management. To take a big step forward in planning and closing B2B sales, line up at this starting gate.

About the Authors

Matthew Dixon is an executive director and Brent Adamson is the managing director of the Sales Executive Council of the CEB, a member-based advisory company. The SEC does sales productivity research for its 300 member organizations as well as for its 18,000 sales professionals.

 

Summary

What Kind of Sales Rep Are You?

The Sales Executive Council (SEC), a sales research arm of the CEB, a global “member-based advisory committee,” researched the impact of the 2009 economic meltdown on business-to-business (B2B) salespeople.

It found that these reps fall into five categories:

  1. “Hard Workers” – These individuals put in more calls, see more prospects and send out more proposals than other sales reps.
  2. “Relationship Builders” – They work to meet customer needs. To them, strong relationships mean everything.
  3. “Lone Wolves” – They are self-confident and do things their way. They frustrate sales managers but keep their jobs because they are effective.
  4. “Reactive Problem Solvers” – They have the souls of customer service reps. Nothing matters more to them than keeping their customers happy.
  5. “Challengers” – They learn everything they can about their customers’ businesses and industries, and use these insights to guide customers to operate more effectively and become more profitable – in some part by buying what the rep is selling. Challengers...

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Comment on this summary

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    R. G. 3 years ago
    Great and useful book
  • Avatar
    A. d. 3 years ago
    This is a very useful book, I strongly advise
  • Avatar
    A. M. 3 years ago
    Not the easiest way to do it, but very effective.
  • Avatar
    C. B. 3 years ago
    It's an effective approach - and a good read.
  • Avatar
    L. S. 3 years ago
    Great Book, Challenger Customer is a great follow up
  • Avatar
    A. M. 3 years ago
    Interesting approach to sales!
  • Avatar
    A. M. 3 years ago
    Interesting approach to sales!
  • Avatar
    P. B. 3 years ago
    Great book that reinforces client-centrism !
  • Avatar
    A. C. 4 years ago
    Interesting approach, specially keeping in mind that "the Challenger approach is applicable ...to....entire organization and not just in your sale"
  • Avatar
    J. Q. 4 years ago
    Taking a new approach to selling and challenging your customers to see the painpoints in their business operations. Making sometimes uncomfortable conversations come to life to create a vision and plan for the customer. Creating more opportunities in complex sales to be consultative and ultimately win the deal.
  • Avatar
    A. H. 6 years ago
    Great approach to selling AND a good read.
  • Avatar
    J. P. 6 years ago
    Definitely worth a read!
  • Avatar
    J. P. 6 years ago
    Great book!
  • Avatar
    E. M. 6 years ago
    Definitely worth reading !
  • Avatar
    W. M. 6 years ago
    Great book!
  • Avatar
    S. F. 6 years ago
    Definitely worth a read for sales people and sales managers. It sits well alongside "Consultative" Selling if that is what you practice. I like the way it advocates a conversation that leads the customer to your solution, rather than bring our solution with us through the discussion
  • Avatar
    A. C. 7 years ago
    fabulous title
  • Avatar
    S. I. 8 years ago
    Finally, someone wrote a book about B2B sales without the fluff!!! I kept relationship builders on my team for way to long till I decided to ask myself if they were actually contributing to the bottom line. Now, I only hire challengers, and the first time in 6 years, I'm no longer alone bringing in 80% of all the sales!
  • Avatar
    M. K. 8 years ago
    This is a must read of any sales executive and professional