The Challenger Sale

Taking Control of the Customer Conversation

By: Challenger Inc & Matthew Dixon

0H 51M
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8 videobook chapters 51M
How can a salesperson get ahead in a world where the customer already has all the information they need?
Sales developments over the years have created the perfect moment for The Challenger.
All salespeople fall into one of five profiles, and for complex sales, one of those profiles towers over the others.
The Challenger gets ahead through teaching, tailoring, and taking control.
In order to make a complex sale, you must have effective commercial insight.
The Challenger's sales pitch consists of six steps.
To turn your team into Challengers, it takes the backing of the entire organization.
The Challenger Method is not just for salespeople.

What you'll learn

Length: 4 min

How can a salesperson get ahead in a world where the customer already has all the information they need?

Length: 9 min

Sales developments over the years have created the perfect moment for The Challenger.

Length: 5 min

All salespeople fall into one of five profiles, and for complex sales, one of those profiles towers over the others.

Length: 9 min

The Challenger gets ahead through teaching, tailoring, and taking control.

Length: 6 min

In order to make a complex sale, you must have effective commercial insight.

Length: 6 min

The Challenger's sales pitch consists of six steps.

Length: 6 min

To turn your team into Challengers, it takes the backing of the entire organization.

Length: 2 min

The Challenger Method is not just for salespeople.

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More about The Challenger Sale

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.

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Meet the Author

Matthew Dixon

Matt Dixon is the Co-author of The Challenger Sale and Founding Partner of DCM Insights.

Timur Hicyilmaz

Timur Hicyilmaz is Head of Research at Challenger and led the team that researched the original concepts behind Challenger.

Jen Allen

Jen Allen is Chief Evangelist at Challenger and co-host of the Winning the Challenger Sale podcast.

Andee Harris

Andee Harris is the CEO of Challenger with a talent for innovation and a history of taking organizations to the next level.

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