Matthew Dixon

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...

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales. In sales, the worst thing you can hear from a customer isn't "no." It's "I need to think about it." When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the...

A proven approach used by today's best professional service partners to win, retain, and grow client relationships. There is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients, even long-standing ones for whom firms have consistently delivered unquestioned value, are much less loyal to those firms and partners than they once were. This...