Monday, April 22nd, 2024

Do you need trust to challenge?

In this dissertation from an MA SALES MANAGEMENT programme in 2017-18, the author explores the extent to which trust is important when applying the Challenger Selling approach. The Challenger Sale (hereafter Challenger) is a selfconsidered advancement in value-based selling (Dixon and Adamson, 2011). The approach caught the critical attention of the selling profession and academia (Rapp, Bachrach, Panagopoulos, and Ogilvie,… 

Thursday, September 21st, 2017

Challenging the disruptive approach

Almost six years on since the publication of The Challenger Sale by CEB authors, we consider the principles of the wider disruptive selling approach and discuss their application in the field and what the future holds for provocative selling. In a 2012 Harvard Business Review article titled “The End of Solution Sales”, authors Brent Adamson and Matt Dixon identified a… 

Sunday, April 23rd, 2017

When challenging the customer backfires

There’s a proper time to provoke the customer – it’s just not when you’re trying to keep them or get them to pay more, research shows. Provoking the customer, challenging the status quo, leading with an unexpected insight: these kinds of message are the lifeblood of the disruption-minded story you need to tell when you’re the outsider intent on convincing… 

Saturday, April 22nd, 2017

Gartner completes CEB acquisition

Global IT research and advisory company, Gartner announced on 6 April that it has completed its acquisition of CEB Inc. CEB, formerly the Corporate Executive Board, is a provider of best-practice and talent-management insights, and best known in sales circles for The Challenger Sale book and the more recent The Challenger Customer, as well as associated development programmes. CEB lists… 

Tuesday, November 29th, 2016

Consalia and CEB announce commercial partnership

CEB (Corporate Executive Board) – best known for its Challenger programme – and Consalia have announced a pioneering Masters (MSc) qualification for professionals involved in complex sales. The launch accompanies the announcement of a partnership between the two organisations. The move is designed to bring new “rigour” and enhanced capabilities for sales transformation between global insight and technology giant CEB… 

Thursday, October 1st, 2015

The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

Matthew Dixon and Brent Adamson, authors of The Challenger Sale, with Pat Spenner and Nick Toman The Challenger Customer is the long-awaited sequel to the bestselling sales classic The Challenger Sale, the book which introduced the controversial idea that challenging the customer is the key to sales success. But it turns out that’s only half the story: it’s not just… 

Monday, July 6th, 2015

The Challenger Sale

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by The Challenger Sale by Matthew Dixon and Brent Adamson on the power of constructive provocation but undervalues relationships”. +