The Challenger Sale


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Deutsche Presse

Die Erneuerung des Vertriebs
Harvard Business Manager, Februar 2016
Stell Dich! The Challenger Sale
Vertriebsmanager, 1. November 2015
Buch der Woche: Tipps für Top-Vertriebler
Berliner Morgenpost, 4. Oktober 2015

Internationale Presse

How Sales VPs Can Co-Develop Better Sellers
Forbes, September 11, 2013

The Ancient Art of Storytelling, June 21, 2013

Vendas Complexas: o que vale não é O QUE você vende e sim o COMO você vende!, June 12, 2013

Why the Challenger Sales Rep is the Rep of the Future, April 30, 2013

The Challenger Sales Model: Teach, Tailor, and Take Control
LexisNexis, April 15, 2013 Sales Technique - The New Secret to Sales Success

Coaching Your Staff to Sell the Unique Benefits of Your Shop
Retail Express, April 4, 2013

Better Wholesaling: Super Sales
Better Wholesaling, April 3, 2013

How You Could Improve Your Selling by Adopting the Challenger Sale Mentality
City AM, March 7, 2013

The Recipe for a Good Sales Team
The Sunday Times, February 17, 2013

What makes a successful sales rep?
British Airways' Business Life, February 1, 2013

The Week in Content Marketing: Sting Chimes In, Marketing the
Challenger Sale & More
The Content Marketer, February 1, 2013

Remix Podcast Q&A: Matt Dixon, Co-Author of “The Challenger Sale
Digital Marketing Remix, January 30, 2013

The Five-Way Test for Thought Leadership Marketers
Business 2 Community, January 30, 2013

Trends In B2B Sales and Marketing from “The Challenger Sale
Fast Company, January 30, 2013

When The Challenger Sale Meets Marketing
B2B Marketing, January 23, 2013

Challenger Sale: It's All In the Frame
Repeatable Success, January 19, 2013

The Challenger Sale in Less Than 10 Minutes
Heinz Marketing, January 15, 2013

Why the Sales Director Will Champion Content Marketing in 2013
B2B Marketing, January 11, 2013

Openview Labs: Solution Selling Is Dead: Why 2013 Is the Year of B2B Insight Selling
Openview Labs, January 4, 2013

2012 Presse

Facing Up to the Challenge of Change
Sales Initiative Magazine, December 16, 2012

The Books They Loved
Investment News, December 16, 2012

Changing Sales Strategies
Greater Charlotte Biz, December 2012

Book Short: The Challenger Sale
Business Insider, November 15, 2012

Christopher Thompson's Closing the Deal: 'The Challenger Sale' - A Must Read
Union Leader, November 10, 2012

Best Sales Reps Blur Distinction Between Sales and Marketing
The Sacramento Bee, November 7, 2012

The Bonfire of the Challenger Salesman - My Worst Sales Call
Business 2 Community, November 7, 2012

What the President Thinks of Salesmen, November 6, 2012

Challenger Sale Meets Challenger Interview
Career Brander, October 26, 2012

You Are What You Read: 11 Books Every Salesperson Needs to Read
Business 2 Community, October 19, 2012

The Best Sales Person In Good Times and Bad
Competitive Excellence, October 16, 2012

Hiring Sales Reps Based On Assessment Science Achieves 16% Higher Performance and 50% Higher Retention
Bloomberg, October 9, 2012

Should Challenger Sales Reps “Own” Lead Generation?
Business 2 Community, October 3, 2012

The Challenger Sale: Who Really Clinches the Deal?
Brand Thinking Blog, October 1, 2012

Relationship Selling: Not Dead, Only Different
Business 2 Community, September 28, 2012

Getting Channel Sales Right - The Sales Challenger
3 Forward, September 28, 2012

Why You Should Create Disruption for Your Customer, September 27, 2012

Customer Insight News: Sales Must Challenge Customers
B2B Marketing, September 27, 2012

Inbound Leads - A Critical Success Factor in the Challenger Sale
Business 2 Community, September 20, 2012

Provoke Your Customer
Washington Business Journal, September 17, 2012

The Insider: Jobs a Good 'Un, Del
Sunday Express, August 26, 2012

Small Business America: The Marketing Director Is THE Hope of Small Business
Huffington Post, August 24, 2012

Death of the Del Boy Salesman: What It Takes to Sell Today
Business Matters, August 17, 2012

Death of the Salesman - Del Boy’s Days Are Over
OnRec Magazine, August 21, 2012

Death of a Salesman: Building Relationships with Clients is a ‘Losing’ Technique in the Fight to Make Sales, Claims CEB
HR Magazine, August 20, 2012

The Challenger Conundrum: What If Marketing Isn’t Up to the Challenge?
Customer Think, August 13, 2012

What are the best sales techniques for small business?
Blog Talk Radio, June 8, 2012

INSIDER: Challenge the Common Conceptions: Become a Sales Challenger
Keller Center Research, June 2012

Push Back Politely on Your Sales Prospect – Just do it
New Sales Economy Blog, June 2012

The Challenger Sale: How to Avoid Upsetting the Customer
Insight Demand, May 14, 2012

Media Sales Executives: Hurry, Buy This Book
SYS-CON Media, May 10, 2012

Media Sales Executives: Hurry, Buy This Book
Shelly Palmer Digital Living, May 10, 2012

Video -- The Challenger Sale: 4th sales breakthrough in the past 100-years?
The Customer Collective, May 9, 2012

Challenger Sale: 4th sales breakthrough in 100-years
Insight Demand, May 8, 2012

Media Sales Executives: Hurry, Buy This Book, May 2, 2012

Books and Me: The Challenger Sale
Raj’s Lab, April 28, 2012

Equipping Your SalesPeople to Control the Customer Conversation
Inflexion Point Blog, April 19, 2012

Aluvión de consejos para mejorar la gestión
Cinco Días, April 7, 2012

Marketing in the Age of Consensus Buying
B2B Marketing Directions, April 4, 2012

Business-to-Business Small Business Trends
Small Business B2B Marketing Blog, March 27, 2012

CEB Study of 6,000 Identifies Qualities
That Make For High Fliers

HR Magazine, March 27, 2012

It's Not Always the Product
Business Insider, March 21, 2012

Why UK PLC Needs an “Alfie Moon” to Shake Things Up
Evening Standard, March 20, 2012

Do Nice Guys Sell Less?
Arkansas Business, March 19, 2012

The Challenger Sale - Book Review
Sales and Marketing Performance Blog, March 15, 2012

The Challenger Selling Model, Really?
Remke Industries Blog, March 9, 2012

Selling Is Not About Relationships
Sales Process Engineering, March 2, 2012

From Challenger to Champion
Ideationz, February 24, 2012

Review: The Challenger Sale
Changing Minds, February 2012

Five Ways to Motivate Your Sales Force
FINS, February 10, 2012

(The One Kind of Sales Rep Who Does Best at B2B)

East Money, February 3, 2012

Putting the Swagger Back in Sales
Sales & Marketing Management, February 6, 2012

Industry Market Trends: The Challenger Sale
Thomas Net News, January 31, 2012

Review of “The Challenger Sale”
Sales Operations Effectiveness, January 20, 2012

Book Review: The Challenger Sale
The Sales Hunter, January 5, 2012

Turn Your Sales Reps Into Challengers
CRM Magazine, January1, 2012