the most important takeaways from the challenger sale book

(Ryan also shared his runner-up: SPIN Selling by Neil Rackham) Also recommended by: Kevin Baumgart It describes how a very specific sales approach outperforms the rest, combining an understanding of the “new” rules of how companies buy solutions and adjusting their behavior and activity accordingly. Business Development at Narrative Scienceĭixon and Adamson make a clear argument for how and why the rules of selling have shifted dramatically from when “old school” sales methods were created.But it is certainly applicable to a career in sales, as well as to anyone else that wants to stop talking about doing things and just go do them.[bctt tweet='Competitors can't copy the YOU in your product, says The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson Competitors can copy what you do or sell, but they can’t copy the “you” in your product. My top takeaway from this book is how important it is to put yourself into your product or service. It advises you on ways to do more with less, which we all know is great for startup companies. Written by the founders of 37Signals and Basecamp and geared towards entrepreneurs and startup founders/team members, this is a good read based on real experiences that challenge the status quo both at established organizations and even startups.

I love that. Adam has all of the research chops, so it’s credible, but it’s also easy to read and FULL of insights into networking, sales, and life.[bctt tweet='bctt tweet='Whether you're an entrepreneur or a sales professional, it's the givers who succeed Rework by Jason Freid and David Heinemeier Hansson For my students, entrepreneurs, and sales professionals, it shows us that “givers” (people who seek to help others by making connections, by adding some small value in some way, and by having a long-term view of relationships) are the ones who succeed in the long-run. I’ve given away tons of copies of this book (I may be Adam’s best customer). I sell through relationship-building, and it really helps validate that approach![bctt tweet='Helping others is key to long-term success in sales, says Also recommended by: Craig Wortmann The people that I’ve connected with the most in business (and really respect as mentors) have all read this book, and it often creates an instant bond when we realize we both have read it. Helping others doesn’t mean exhausting your resources or not protecting your work time. This is especially important if your company is starting out and doesn’t have inherent street cred. I think it’s powerful because it emphasizes two main points:īeing a good person who helps others is actually a major asset to long-term success and a key to a solid network.

I recommend and re-read this book regularly.

Director of Business Development at CardConnect.

The most important takeaways from the challenger sale book