September 19th 2012
The Challenger Sale. Taking control of the customer conversation. Matthew Dickson & Brent Adamson. 2011. ISBN 9781591844358. Neil Rackham (SPIN Selling) called this the most important advance in selling for many years. The result of serious research into what is working in sales ( even in a down market) , they authors found that Challengers (Who bring insight and value to clients) vastly outperform Relationship Sellers. You will recognize their other categories (Lone Wolf – we know this one well, The Reactive Problem Solver and The Hard Worker, This tells us that much of the sales training used today will not cut it going forward. On top of this they found that for sales managers, focused coaching and innovation in selling (unsticking the deals ) are the two top manager attributes for building high performing teams ( way way above “managing”)
This is a must buy book for the top and mid producers in your organization and all Sales Leaders. So far it is my sales book of the year. There are no fluff chapters or wasted lines. Read and reread it. Another blow for value selling and effective sales.
- Sales Growth: An Interview with McKinsey’s Jon Vander Ark (thesalesblog.com)
- The “End of Solution Sales”? (jackmalcolm.com)
- Sales Leads, Appointments and Granfalloons (pointclear.com)
- Missing the Bus on Social Media for Selling (jackmalcolm.com)
- The Best Sales Reps Avoid “Talkers” (rocketbuilders.blogspot.com)
- Why Prospects Lie to Sales People and How to Change Their Minds (business2community.com)
- Selling is dEAD. Marc T. Miller & Jason M. Sinkovitz
- Sales Eats First. How customer-motivated sales organizations out-think, out-offer, and outperform the competition.Noel Capon & Gary S. Tubridy.
- Winning the Battle For Sales. Lessons on closing every deal from the world’s greatest military victories. John Golden.
- Sales Compensation Resources.
- Negotiating with Backbone. Eight Sales Strategies to Defend Your price and Value. Reed K. Holden.