Press
Featured Press
Book Extract: The Recipe for a Good Sales Team
The Sunday Times, February 17, 2013
British Airways’ Business Life: What makes a successful sales rep?
British Airways’ Business Life, February 1, 2013
The Right Sales Technique: CEB Proves that Challenging Customers Can Pay Off
NYSE Magazine, Winter 2012
Marketing’s Top Priority Is Not Lead-Gen
The Huffington Post, October 31, 2012
On Small Business: 3 Tips to Increase your Chances of Closing the Deal
Washington Post, February 15, 2012
Forbes Leadership Forum: The One Kind of Sales Rep Who Does Best at B2B
Forbes, February 3, 2012
CNBC Bullish on Books: Authors of “The Challenger Sale” say Building Relationships No Longer Works
CNBC, February 2, 2012
The Rift Between Sales and Marketing
Harvard Business Review, November 7, 2011
Why Your Salespeople Are Pushovers
Harvard Business Review, October 14, 2011
The Worst Question a Salesperson Can Ask
Harvard Business Review, October 7, 2011
Selling Is Not About Relationships
Harvard Business Review, September 30, 2011
Additional Press Coverage
Why the Challenger Sales Rep is the Rep of the Future
Salesforce.com, April 30, 2013
Middle Market Executive Magazine: Ideas Become the Currency of Choice as Customers Demand More From Middle-Market Sales Reps
Middle Market Executive Magazine, April 22, 2013
The Challenger Sales Model: Teach, Tailor, and Take Control
LexisNexis, April 15, 2013
AskMen.com: Sales Technique - The New Secret to Sales Success
AskMen
Better Wholesaling: Super Sales
Better Wholesaling, April 3, 2013
The Ultimate Challenger Sale
Buyer Insights, February 2013
The Week in Content Marketing: Sting Chimes In, Marketing the
Challenger Sale & More
The Content Marketer, February 01, 2013
Remix Podcast Q&A: Matt Dixon, Co-Author of “The Challenger Sale”
Digital Marketing Remix, January 30, 2013
The Five-Way Test for Thought Leadership Marketers
Business 2 Community, January 30, 2013
Trends In B2B Sales and Marketing from “The Challenger Sale”
Fast Company, January 30, 2013
When the Challenger Sale Meets Marketing
B2B Marketing, January 23, 2013
Challenger Sale: It's All In the Frame
Repeatable Success, January 19, 2013
The Challenger Sale in Less Than 10 Minutes
Heinz Marketing, January 15, 2013
Why the Sales Director Will Champion Content Marketing in 2013
B2B Marketing, January 11, 2013
Openview Labs: Solution Selling Is Dead: Why 2013 Is the Year of B2B Insight Selling
Openview Labs, January 4, 2013
Facing Up to the Challenge of Change
Sales Initiative Magazine, December 16, 2012
The Books They Loved
Investment News, December 16, 2012
Changing Sales Strategies
Greater Charlotte Biz, December 2012
Book Short: The Challenger Sale
Business Insider, November 15, 2012
Christopher Thompson's Closing the Deal: 'The Challenger Sale' - A Must Read
Union Leader, November 10, 2012
Best Sales Reps Blur Distinction Between Sales and Marketing
The Sacramento Bee, November 7, 2012
The Bonfire of the Challenger Salesman - My Worst Sales Call
Business 2 Community, November 7, 2012
What the President Thinks of Salesmen
MediaBizBloggers.com, November 6, 2012
Challenger Sale Meets Challenger Interview
Career Brander, October 26, 2012
You Are What You Read: 11 Books Every Salesperson Needs to Read
Business 2 Community, October 19, 2012
The Best Sales Person In Good Times and Bad
Competitive Excellence, October 16, 2012
Hiring Sales Reps Based On Assessment Science Achieves 16% Higher Performance and 50% Higher Retention
Bloomberg, October 9, 2012
Should Challenger Sales Reps “Own” Lead Generation?
Business 2 Community, October 3, 2012
The Challenger Sale: Who Really Clinches the Deal?
Brand Thinking Blog, October 1, 2012
Relationship Selling: Not Dead, Only Different
Business 2 Community, September 28, 2012
Getting Channel Sales Right - The Sales Challenger
3 Forward, September 28, 2012
Why You Should Create Disruption for Your Customer
Forbes.com, September 27, 2012
Customer Insight News: Sales Must Challenge Customers
B2B Marketing, September 27, 2012
Inbound Leads - A Critical Success Factor in the Challenger Sale
Business 2 Community, September 20, 2012
Provoke Your Customer
Washington Business Journal, September 17, 2012
The Insider: Jobs a Good 'Un, Del
Sunday Express, August 26, 2012
Small Business America: The Marketing Director Is THE Hope of Small Business
Huffington Post, August 24, 2012
Death of the Del Boy Salesman: What It Takes to Sell Today
Business Matters, August 17, 2012
Death of the Salesman - Del Boy’s Days Are Over
OnRec Magazine, August 21, 2012
Death of a Salesman: Building Relationships with Clients is a ‘Losing’ Technique in the Fight to Make Sales, Claims CEB
HR Magazine, August 20, 2012
The Challenger Conundrum: What If Marketing Isn’t Up to the Challenge?
Customer Think, August 13, 2012
What are the best sales techniques for small business?
Blog Talk Radio, June 8, 2012
INSIDER: Challenge the Common Conceptions: Become a Sales Challenger
Keller Center Research, June 2012
Push Back Politely on Your Sales Prospect – Just do it
New Sales Economy Blog, June 2012
The Challenger Sale: How to Avoid Upsetting the Customer
Insight Demand, May 14, 2012
Media Sales Executives: Hurry, Buy This Book
SYS-CON Media, May 10, 2012
Media Sales Executives: Hurry, Buy This Book
Shelly Palmer Digital Living, May 10, 2012
Video -- The Challenger Sale: 4th sales breakthrough in the past 100-years?
The Customer Collective, May 9, 2012
Challenger Sale: 4th sales breakthrough in 100-years
Insight Demand, May 8, 2012
Media Sales Executives: Hurry, Buy This Book
MediaBizBloggers.com, May 2, 2012
Books and Me: The Challenger Sale
Raj’s Lab, April 28, 2012
Equipping Your SalesPeople to Control the Customer Conversation
Inflexion Point Blog, April 19, 2012
Aluvión de consejos para mejorar la gestión
Cinco Días, April 7, 2012
Marketing in the Age of Consensus Buying
B2B Marketing Directions, April 4, 2012
Business-to-Business Small Business Trends
Small Business B2B Marketing Blog, March 27, 2012
CEB Study of 6,000 Identifies Qualities
That Make For High Fliers
HR Magazine, March 27, 2012
It's Not Always the Product
Business Insider, March 21, 2012
Why UK PLC Needs an “Alfie Moon” to Shake Things Up
Evening Standard, March 20, 2012
Do Nice Guys Sell Less?
Arkansas Business, March 19, 2012
The Challenger Sale - Book Review
Sales and Marketing Performance Blog, March 15, 2012
The Challenger Selling Model, Really?
Remke Industries Blog, March 9, 2012
Selling Is Not About Relationships
Sales Process Engineering, March 2, 2012
From Challenger to Champion
Ideationz, February 24, 2012
Review: The Challenger Sale
Changing Minds, February 2012
Five Ways to Motivate Your Sales Force
FINS, February 10, 2012
什么类型的B2B销售代表会是赢家？
(The One Kind of Sales Rep Who Does Best at B2B)
East Money, February 3, 2012
Putting the Swagger Back in Sales
Sales & Marketing Management, February 6, 2012
Industry Market Trends: The Challenger Sale
Thomas Net News, January 31, 2012
Review of “The Challenger Sale”
Sales Operations Effectiveness, January 20, 2012
Book Review: The Challenger Sale
The Sales Hunter, January 5, 2012
Turn Your Sales Reps Into Challengers
CRM Magazine, January1, 2012
The Challenger Sale - Who Paid For Your Last Sales Call?
CustomerThink, December 20, 2011
The Challenger Sale: Challenging Conventional Wisdom - Book Review
Dealmaker365 Blog, December 13, 2011
“Challenger” Reps Becoming Most Successful, Popular Book Concludes
Tampa Bay Business Journal, December 9, 2011
Challenger Type Sales Approach More Effective Than Building Relationships
L'Atelier Blog, December 5, 2011
Sending Your Sales People Out Naked, The Problem With “Challenger Selling”
Partners in Excellence Blog, December 4, 2011
The Challenger Sale: An Interview with Matthew Dixon and Brent Adamson
The Sales Blog, December 2, 2011
Matt Dixon and Brent Adamson: Why Top Performing Salespeople Succeed
Management Consulting News, December 1, 2011
The Secret to High-Performance Sales
1to1 Magazine, November 30, 2011
Book Recommendation: The Challenger Sale
CustomerThink, November 29, 2011
Why Your Sales Team/Channel Is Important, If Not More Important, Than Your Product?
MyCustomer.com, November 24, 2011
The Challenger Sale
Si Alhir Blog, November 20, 2011
Small Business: Assertive Sales Approach
Newsday, November 20, 2011
Book Review: The Challenger Sale
ASalesGuy.com, November 16, 2011
What “The Challenger Sale” Can Teach Us About Content Marketing
B2B Marketing Directions, November 15, 2011
Sellers: 'Challenger' Sales Reps Most Successful, Forthcoming Book Concludes
Columbus Business First, November 11, 2011
Book Review: The Challenger Sale
Dave Stein, November 10, 2011
Interview with Jill Konrath:
Important New Sales Effectiveness Research Part I | Part II
The Customer Collective, November 10, 2011
The Worst Question in a Sales Conversation
Financial Post, November 8, 2011
New Data Means Your Approach to Selling Has to Change...NOW!
YouCanSell.com Blog, October 26, 2011
The Relationship Mirage
Business Insider, October 19, 2011
What's Your Sales Personality?
FINS.com, October 18, 2011
To the Challenger Go the Spoils
Profit, October 11, 2011
Harvard Business Review says Sales is No Longer About Relationships
Ken Krogue, October 7, 2011
New Study Blows Holes in Traditional Sales Beliefs
Selling Advantage, Volume 23, Issue 547
Book Review: The Challenger Sale
Sales and Sales Management Blog, September 7, 2011
Sales: How to Educate Your Clients
Profit, September 1, 2011
Be a Challenger
Test Your Challenger Skills Build a Challenger OrganizationFor Media Inquiries, Please Contact:
Shannon Eckhart
CEB
seckhart@executiveboard.com
+1-571-303-4508
