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lynch626 's review for:
The Challenger Sale: Taking Control of the Customer Conversation
by Matthew Dixon, Brent Adamson
I read this book because Taylor had to read it for work at UPS and mentioned it was good; unfortunately he mentioned it was good after reading only the first chapter or two and the message of this book, definitely could have been conveyed in one chapter instead of nine.
Basically, there are 5 types of salespeople:
-The Hard worker
-The Relationship builder
-The Lone wolf
-The Reactive problem solver
-The Challenger
Obviously (read the name of the book), the "Challenger" has been shown to be the most effective type of salesperson, both post-recession when this book was presumably written as well as for the foreseeable future. The challenger sale is a 3-pronged method:
1. Teach (provide your customer with new market insight or ideas they haven't thought about before)
2. Tailor (change your message depending on who you are talking to in the org [CEO vs. tech specialist])
3. Take control
A few more pointers on "building challengers" in your organization:
-Challengers are made not just born
-the combination of their skills is what matters most
-challenging is more about organizational capabilities than individual skills
-building challengers doesn't happen overnight
For organizations to win business, they should build the challenger model into their salespeople and company culture at an executive level.
Basically, there are 5 types of salespeople:
-The Hard worker
-The Relationship builder
-The Lone wolf
-The Reactive problem solver
-The Challenger
Obviously (read the name of the book), the "Challenger" has been shown to be the most effective type of salesperson, both post-recession when this book was presumably written as well as for the foreseeable future. The challenger sale is a 3-pronged method:
1. Teach (provide your customer with new market insight or ideas they haven't thought about before)
2. Tailor (change your message depending on who you are talking to in the org [CEO vs. tech specialist])
3. Take control
A few more pointers on "building challengers" in your organization:
-Challengers are made not just born
-the combination of their skills is what matters most
-challenging is more about organizational capabilities than individual skills
-building challengers doesn't happen overnight
For organizations to win business, they should build the challenger model into their salespeople and company culture at an executive level.