The Challenger Sale Audiolibro Por Matthew Dixon, Brent Adamson arte de portada

The Challenger Sale

Taking Control of the Customer Conversation

Vista previa

Prueba por $0.00
Prime logotipo Exclusivo para miembros Prime: ¿Nuevo en Audible? Obtén 2 audiolibros gratis con tu prueba.
Elige 1 audiolibro al mes de nuestra inigualable colección.
Escucha todo lo que quieras de entre miles de audiolibros, Originals y podcasts incluidos.
Accede a ofertas y descuentos exclusivos.
Premium Plus se renueva automáticamente por $14.95 al mes después de 30 días. Cancela en cualquier momento.

The Challenger Sale

De: Matthew Dixon, Brent Adamson
Narrado por: Matthew Dixon, Brent Adamson
Prueba por $0.00

$14.95 al mes después de 30 días. Cancela en cualquier momento.

Compra ahora por $13.50

Compra ahora por $13.50

Confirma la compra
la tarjeta con terminación
Al confirmar tu compra, aceptas las Condiciones de Uso de Audible y el Aviso de Privacidad de Amazon. Impuestos a cobrar según aplique.
Cancelar

Acerca de esta escucha

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one - the Challenger - delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

©2011 Matthew Dixon (P)2019 Penguin Audio
Comportamiento Organizacional Comportamiento Organizacional y en el Lugar de Trabajo Exito Profesional Marketing Marketing y Ventas Ventas y Comercialización Negocio Inspirador Profesión Consultative Selling

Reseñas de la Crítica

“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dra­matic improvements in sales results, have been rare.... Which brings me to The Challenger Sale and the work of the Sales Executive Council.... On the face of it, their research has all the initial signs that it may be game-changing.... My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.” (Professor Neil Rackham, author of SPIN Selling, from the foreword)

“The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery.” (Dan James, former chief sales officer, DuPont)

“This is a must-read book for every sales professional. The authors’ groundbreak­ing research explains how the rules for selling have changed - and what to do about it. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success.” (Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing)

Lo que los oyentes dicen sobre The Challenger Sale

Con calificación alta para:

Insightful Content Actionable Advice Great Readers Thought-provoking Concepts Valuable Information
Calificaciones medias de los clientes
Total
  • 4.5 out of 5 stars
  • 5 estrellas
    720
  • 4 estrellas
    221
  • 3 estrellas
    75
  • 2 estrellas
    24
  • 1 estrella
    16
Ejecución
  • 4.5 out of 5 stars
  • 5 estrellas
    548
  • 4 estrellas
    164
  • 3 estrellas
    60
  • 2 estrellas
    20
  • 1 estrella
    12
Historia
  • 4.5 out of 5 stars
  • 5 estrellas
    503
  • 4 estrellas
    167
  • 3 estrellas
    85
  • 2 estrellas
    23
  • 1 estrella
    17

Reseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.

Ordenar por:
Filtrar por:
  • Total
    5 out of 5 stars
  • Ejecución
    3 out of 5 stars
  • Historia
    3 out of 5 stars

Turning the speed down by one click

The audio is fast and hyped up but by Turing the speed down by one click the Performance sounds like two “bros” getting intensely into to talking about sales, technical data and stats. Made it funny to listen to and easy to digest.

((o(^∇^)o))

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

esto le resultó útil a 1 persona

  • Total
    4 out of 5 stars
  • Ejecución
    3 out of 5 stars
  • Historia
    3 out of 5 stars

Slow, but very informative.

The overall theme of the book was absolutely intriguing. The delivery takes too long, and the cliff notes for this book would be much shorter and more effective.

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

esto le resultó útil a 1 persona

  • Total
    5 out of 5 stars
  • Ejecución
    5 out of 5 stars
  • Historia
    5 out of 5 stars

Great book!!

Fantastic content and great readers make this book easy to get through. Highly recommend for all lines of business involved in internal or external sales.

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

  • Total
    5 out of 5 stars
  • Ejecución
    5 out of 5 stars
  • Historia
    5 out of 5 stars

Insightful

Very insightful course for anyone are entering sales or looking to master it. This book has tips you can implement at work or at life in general.

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

  • Total
    5 out of 5 stars
  • Ejecución
    5 out of 5 stars
  • Historia
    5 out of 5 stars

Awesome insight

This book is very helpful to shift a salespersons mindset she become someone who has a better approach to sales

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

  • Total
    5 out of 5 stars
  • Ejecución
    5 out of 5 stars
  • Historia
    5 out of 5 stars

Fantastic Book

I have read the Challenger Sale many times. I do so for a refresher. Most recently listened to it while doing daily morning walks.

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

  • Total
    5 out of 5 stars
  • Ejecución
    5 out of 5 stars
  • Historia
    5 out of 5 stars

100% Would Recommend

For those in B2B solution based sales, and especially leadership, this book is a must.

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

  • Total
    5 out of 5 stars
  • Ejecución
    5 out of 5 stars
  • Historia
    4 out of 5 stars

Great framework for selling

I learned a lot from this book, and it helped me grow in sales. I wish the chapters were more consistently paced, rather than short, long, short format.

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

  • Total
    4 out of 5 stars
  • Ejecución
    5 out of 5 stars
  • Historia
    4 out of 5 stars

Good Book, Just Needs More Examples

Good read but it needed more examples of people and companies actually adapting the model. I would have liked more examples of how to give a challenger presentation for instance.

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña

esto le resultó útil a 1 persona

  • Total
    5 out of 5 stars
  • Ejecución
    5 out of 5 stars
  • Historia
    5 out of 5 stars

Dimension

A new Dimension on the depth of the saling world. Concentrated mostly on the B2B aspects of sales, but nevertheless very thoughtful on how to handle yourself as a salesman in general.

Se ha producido un error. Vuelve a intentarlo dentro de unos minutos.

Has calificado esta reseña.

Reportaste esta reseña