logo

49 pages 1 hour read

Matthew Dixon, Brent Adamson

The Challenger Sale: Taking Control of the Customer Conversation

Matthew Dixon, Brent AdamsonNonfiction | Book | Adult | Published in 2011

A modern alternative to SparkNotes and CliffsNotes, SuperSummary offers high-quality Study Guides with detailed chapter summaries and analysis of major themes, characters, and more.

Book Brief

logo
Matthew Dixon, Brent Adamson

The Challenger Sale

Nonfiction | Book | Adult | Published in 2011
Book Details
Pages

240

Format

Book • Nonfiction

Setting

2010s

Publication Year

2011

Audience

Adult

Recommended Reading Age

18+ years

Roundup icon

Super Short Summary

Published in 2011 by Portfolio/Penguin, The Challenger Sale by Matthew Dixon and Brent Adamson introduces the "Challenger Selling Model," a method for B2B sales that leverages tension and insightful challenges to the customer's business assumptions. The book, based on extensive research, outlines how sales representatives can outperform by teaching for differentiation, tailoring for resonance, and taking control of the sale, while also emphasizing organizational adoption of the model from frontline managers to senior leaders.

Informative

Challenging

Inspirational

Reviews & Readership

4.2

15,461 ratings

76%

Loved it

18%

Mixed feelings

6%

Not a fan

Roundup icon

Review Roundup

Matthew Dixon and Brent Adamson's The Challenger Sale has garnered praise for its innovative approach to sales strategies, emphasizing the importance of teaching, tailoring, and taking control. Critics appreciate its practical advice and research-backed methods. However, some find the model less applicable to smaller businesses or non-B2B environments.

Who should read this

Who Should Read The Challenger Sale?

Ideal for sales professionals, business leaders, and marketing strategists, The Challenger Sale by Matthew Dixon and Brent Adamson appeals to those interested in reshaping sales techniques. Comparable to SPIN Selling by Neil Rackham and To Sell Is Human by Daniel H. Pink, it emphasizes building unique value through insight and customer relationships.

4.2

15,461 ratings

76%

Loved it

18%

Mixed feelings

6%

Not a fan

Book Details
Pages

240

Format

Book • Nonfiction

Setting

2010s

Publication Year

2011

Audience

Adult

Recommended Reading Age

18+ years

Continue your reading experience

Subscribe now to unlock the rest of this Study Guide plus our full library, which features expert-written summaries and analyses of 8,000+ additional titles.