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The Challenger Sale DEFINITIVE Summary

14 min read ⌚ 

The Challenger Sale Summary

Taking Control of the Customer Conversation

If you’re in the business world long enough, you’re probably aware that the fundamental rule of sales success is simple: the customer is always right. Consequently, the job of a salesperson is fairly simple as well: he or she needs to build a good relationship with the client.

But, what if this is only partially true?

Or even wrong?

What if there’s a new law in town, and what if that law is something you would not intuitively abide by?

This is exactly what Matthew Dixon and Brent Adamson claim in “The Challenger Sale.” And our job is, you know it – to summarize their main ideas in about 1,000 words.

So, let’s go.

Who Should Read “The Challenger Sale”? And Why?

The Challenger Sale” is something quite unique. Namely, it’s a well-researched book which claims to have uncovered a better and more feasible way to sell your products.

Now, don’t forget that people have been buying and selling things since the dawn of times. Not only that, but successful businesses have followed the relationship builder model for long enough. And it works.

So, what new could be there to learn?

Read “The Challenger Sale” if you want an answer to this question. You’ll certainly get it. And if you are serious about a career in selling, as an Amazon review rightly states, don’t just read it. Reread it. It’s just too original and fact-based to ignore it.

About Matthew Dixon and Brent Adamson

Matthew DixonMatthew Dixon is an American author and in-demand speaker, one of the world’s foremost experts on sales. He has obtained his Ph.D. from the Graduate School of Public and International Affairs and has worked as a Group Leader in CEB’s research and advisory division.

In addition to “The Challenger Sale,” he has co-written two more books, “The Challenger Customer,” and “The Effortless Experience.”

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