Intercomp library: The Challenger Sale by Matthew Dixon and Brent Adamson

Recommended by Alexander Gurevich, Intercomp Commercial Director

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The authors of The Challenger Sale advice on how to work with clients today: be persuasive, challenge their setup, and ask “uncomfortable” questions. Ultimately, clients will be grateful for such actions as they save time because decisions are made faster that way. One of the reasons why customers decline to do business is because meetings are leading nowhere.

After reading this book, it becomes easier to know where to look for “sales champions”, how to train them properly and, of course, how to successfully sell with an excellent team.

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.

Matt Dixon is Group Leader of the Financial Services and Customer Contact Practices of CEB. He is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales and marketing effectiveness to customer service and customer experience differentiation.

Brent Adamson is well known for his passion for “productive disruption.” He is a sought-after speaker and facilitator, with more than 20 years of experience as a professional researcher, teacher and trainer.