The Challenger Sale: How To Take Control of the Customer Conversation (英語) ペーパーバック – 2013/2/7
BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review.
MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review.
PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to Forbes and the Harvard Business Review.
NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review.
CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders, and their teams with insight and actionable solutions to transform operations.
- ASIN : 0670922854
- 出版社 : Portfolio Penguin (2013/2/7)
- 発売日 : 2013/2/7
- 言語 : 英語
- ペーパーバック : 240ページ
- ISBN-10 : 9780670922857
- ISBN-13 : 978-0670922857
- 寸法 : 15.3 x 1.7 x 23.4 cm
- Amazon 売れ筋ランキング: - 17,034位洋書 (の売れ筋ランキングを見る洋書)
This book is based on research by people who are analyst's and never been in sales, and it shows by the assumptions they make based on the data versus the real world.
For me, its fundamental mistake is believing they have the whole spectrum of sales people included in the research. How many of you hitting your number, earning well would take time out of your day to do surveys for these people?
Rather strikes me that the follow up novel tries to correct all the flaws in this one, but if you are new they could be worth the read, but remember, there are volumes of theories all backed up with data to prove that their process works, so take the bits that are relevant from all you meet, and then weave your own magic until you find your personal style that works.
At times it reads a little bit like an academic paper, with numerous references like ‘more of this in chapter X’ or ‘as we discussed in X’, but the message is clear, the identification is well made and the joint authorship flows well.
Curiously, for me at least, the book doesn’t follow the challenger sale concept in talking about the potential of the CEB (formerly the Corporate Executive Board), but maybe that is because I have experienced its services first hand and so I already know about the benefits it offers.
Starting a career in Sales, I am actually looking forward to applying a strategy that seems so unnatural. The concepts explained in the book make sense, now let's see how it translate in sales in my reality. Tevin GM
The thing that intrigued me was the suggestion that we should challenge customers for best results ultimately. For sure relationships, etc. are key the premise of this book is that customers will see value in a person/organisation that takes time to understand their business and then challenge the accepted wisdom where appropriate.
Whilst still midway though the book, it is an interesting read and I'll reserve judgement til the end - although so far, so good.