The Challenger Sale

The Challenger Sale speaks to the core of how we’re engaging with our clients. We want our sales force to deliver insight and value, not sales pitches. That’s why our entire organization is being trained on the skills that make Challengers successful. We’re already seeing the results and I’m confident our focus will continue to differentiate us in the eyes of our clients."

Kevin Warren
President U.S. Client Operations, Xerox Corporation

I recommend the challenger program to you as not only a way to help your customers succeed but as a way of building a career, culture and reputation that will ensure your own success for many years to come."

Luke Clifton
Group Executive, Sales Macquarie Telecom

The Challenger Sale is giving my team a great track for extending a sales strategy we initiated four years ago. The timing was perfect and it's one of the best most relevant approaches or perspectives ever developed. It validates my impression that you are the best in the business at doing timely, relevant research and extracting the implications for Sales and Marketing."

Tim Treu
SVP Sales, O.C. Tanner Co.

Groundbreaking, timely and disciplined research – presented in a way that is both intuitive and completely actionable – it has already impacted our organization by creating a customer lens that impacted our sales recruiting, hiring, training and deployment."

Jeff Connor
Senior Vice President & 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
VP of Sales, Reckitt Benckiser Pharmaceuticals

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 providing the new playbook for selling success.”

Ken Revenaugh
VP, Sales Operations for Oakwood Temporary Housing

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 in the post-financial crisis era."

Dan James
Former Chief Sales Officer, E.I. DuPont

The most important advance in selling for many years.”

Neil Rackham
Author of SPIN Selling

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 organization—The Challenger Sale is a must read.”

Tom Meek
Vice President Sales Henkel Adhesives Technologies

After reading this book sales leaders will have a roadmap for creating a sales culture that will differentiate them from the competition. The approach is reproducible and scalable.”

Tyrone Edwards
Former SVP Sales and US Commercial Operations, Merck

Dixon and Adamson offer here an absolutely stunning whack on the side of the head to any sales leader who is perplexed and paralyzed about how to get their whole team performing in the never-been-so-tough world of complex, B2B sales. It’s a must read. That’s M-U-S-T.”

Dave Stein
CEO & Founder, ES Research Group, Inc.