『The Challenger Sale』のカバーアート

The Challenger Sale

Taking Control of the Customer Conversation

 プレビューの再生
￥1,289で会員登録し購入 ￥1,190で会員登録し購入
期間限定：2025年12月1日(日本時間)に終了
2025年12月1日までプレミアムプランが3か月 月額99円キャンペーン開催中。300円分のKindle本クーポンも。 *適用条件あり。詳細はこちら。
オーディオブック・ポッドキャスト・オリジナル作品など数十万以上の対象作品が聴き放題。
オーディオブックをお得な会員価格で購入できます。
会員登録は4か月目以降は月額1,500円で自動更新します。いつでも退会できます。
オーディオブック・ポッドキャスト・オリジナル作品など数十万以上の対象作品が聴き放題。
オーディオブックをお得な会員価格で購入できます。
30日間の無料体験後は月額￥1500で自動更新します。いつでも退会できます。

The Challenger Sale

著者： Matthew Dixon, Brent Adamson
ナレーター： Matthew Dixon, Brent Adamson
￥1,289で会員登録し購入 ￥1,190で会員登録し購入

期間限定：2025年12月1日(日本時間)に終了

30日間の無料体験後は月額￥1500で自動更新します。いつでも退会できます。

￥1,700 で購入

￥1,700 で購入

このコンテンツについて

 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.

 タイムマネジメント・生産性 マーケティング マーケティング・セールス 出世 営業・販売 組織行動 職場・組織行動

こちらもおすすめ

『Inspired (2nd Edition)』のカバーアート
Inspired (2nd Edition)

著者： Marty Cagan

『たった一人の分析から事業は成長する 実践 顧客起点マーケティング(MarkeZine BOOKS)』のカバーアート
たった一人の分析から事業は成長する 実践 顧客起点マーケティング(MarkeZine BOOKS)

著者： 西口 一希

『Rich Dad Poor Dad』のカバーアート
Rich Dad Poor Dad

著者： Robert T. Kiyosaki

『新規事業の実践論』のカバーアート
新規事業の実践論

著者： 麻生 要一

『Frozen』のカバーアート
Frozen

著者： Disney Books

『30 Days - Change Your Habits, Change Your Life』のカバーアート
30 Days - Change Your Habits, Change Your Life

著者： Marc Reklau

批評家のレビュー

“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

“Groundbreaking, timely, and disciplined research—presented in a way that is both intuitive and completely actionable—that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment.”
—Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services

“The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer.”
—Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals

“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 orga­nization, The Challenger Sale is a must-read.”
—Tom Meek, vice president, sales, Henkel Adhesives Technologies
まだレビューはありません