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Matt Dixon and Brent Adamson: Why Top Performing Salespeople Succeed

December 1, 2011 By 1 Comment
Matt Dixon and Brent Adamson

Matt Dixon and Brent Adamson

In this month’s podcast, I talk with Matthew Dixon and Brent Adamson, co-authors of The Challenger Sale: Taking Control of the Customer Conversation.

Based on their extensive survey of more than 6,000 salespeople, Dixon and Adamson have identified the profile of a seller who is four times more likely than others to be a top performer.

This powerful research, which skewers some of the most sacred cows of selling, is full of lessons that you can use now.

How Top Sellers Set Themselves Apart

A top seller…

  • Offers the customer unique perspectives
  • Has strong two-way communication skills
  • Knows each customer’s value drivers
  • Can identify economic drivers of the customer’s business
  • Is comfortable discussing money
  • Can apply pressure on the customer, if needed

Adapted from The Challenger Sale, by Matthew Dixon and Brent Adamson.

You can learn more at www.executiveboard.com.

Podcast run time: 21:30

Intro music exluna by Jakub Koter

Podcast: Play in new window | Download

Filed Under: Managing Your Business, podcasts, Selling Services Tagged With: , ,

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  1. News You Can Use says:
    January 13, 2012 at 10:35 pm

    [...] assessment of your sales skills. Last month, the authors of The Challenger Sale did a podcast interview with [...]

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