The Challenger Sale: How To Take Control of the Customer Conversation
Are the best salespeople those who strive to meet their customers’ needs? To give the customer what she wants? To build a passive, unequal relationship with the customer?
Or are they, as Matthew Dixon and Brent Adamson suggest here, the ones that constructively challenge them? The idea itself is a good challenge for fundraisers to consider.
Reviews
“There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organisation, The Challenger Sale is a must-read.”
Tom Meek, vice president, sales, Henkel Adhesives Technologies
The most important advance in selling for many years.
Neil Rackham, author of SPIN Selling
