Challenger Sale Book - Global Sales Mentor | Zach Selch

30 Mar 2020 · 2 min

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1:47

In this brief video recorded at Viracopos Airport in São Paulo, Zach Selch reviews the sales book The Challenger Sale by Matthew Dixon and Brent Adamson, noting that it is sponsored by CEB, a firm that provides sales training and research on complex selling. Selch explains that the book advocates a non‑traditional, “challenger” approach—pushing back and challenging customers—to win complex, high‑ticket, long‑cycle deals. He emphasizes that the material is research‑driven, based on studies of buying and sales organizations, and recommends it primarily for mid‑career salespeople handling complex sales rather than beginners. Selch concludes with a brief promotion of his own international‑sales consulting services, inviting viewers to contact him when they are ready to expand globally.

Chapters

Hi, I'm in Viracopos Airport in São Paulo, one of the 3 airports in São Paulo, and today I want to talk about a book called The Challenger Sale by Matthew Dixon and Brent Adamson, and it's sponsored by an organization called CEB. If you don't know CEB, it's a great organization. They do sales training. They do a lot of research on complex sales and on selling and marketing and how to develop the right tools for complex sales and selling. And I really like them as an organization. I've been to their conferences a couple of times. I've worked with them a bit. And this book really talks about how to deal with a complex sale from a non-traditional perspective and sort of to be challenging your customer and pushing back at your customer. And it's really very powerful stuff. Probably I'd say not for beginners, but for people, especially mid-career level salespeople who are dealing with complex sales, bigger ticket items, longer sales cycles, I would say And, and it's very, very powerful stuff in my opinion. I really found it very helpful. It's based on a lot of good solid research with a lot of buying organizations as well as a lot of sales organizations. So again, The Challenger Sale by Matthew Dixon and Brent Adamson, sponsored by CEB. Remember, when you're ready to grow your international sales, reach out to us. We can help. When you decide it's time to grow your international sales, call us.