Brent Adamson

The long-awaited sequel to the bestselling sales classic The Challenger Sale. The Challenger Sale team are back and this time they reveal something even more game-changing: the highest-performing sales teams don't focus on friendly, attentive customers. They target challenger customers. Challenger customers are sceptical, less interested in meeting, and indifferent. But they also have the persuasive skill and will to...

The secret to sales success - don't just build relationships with customers. Challenge them. 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. The Challenger Sale by Matthew Dixon, Brent Adamson, and their colleagues at CEB...