Challenger™ Sale

Experts

Brent Adamson

Co-author of The Challenger Sale and The Challenger Customer

Best-selling author and CEB Principal Executive Advisor Brent Adamson is a sought-after speaker and facilitator. He has more than 20 years of experience as a professional researcher, teacher, and trainer, guiding a wide range of executive-level discussions for Fortune 500 executives in Sales, Marketing, and Customer Service.

Brent is co-author of The Challenger Sale: Taking Control of the Customer Conversation, where he argues that only one type of sales person, the Challenger, delivers consistently high performance results. In 2015, Brent co-authored The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Both books are business best sellers. Brent is also a frequent contributor to The Harvard Business Review.

Brent joined CEB from the University of Michigan’s Ross School of Business, where he received his MBA with distinction. Prior to that, he served on the faculty of Michigan State University as a Professor of German and Applied Linguistics. In addition to his MBA, Brent holds a BA with distinction in political science from the University of Michigan along with MAs in Political Science and German and a PhD. in Applied Linguistics from the University of Texas.

Matt Dixon

Co-author of The Challenger Sale and The Challenger Customer

Best-selling author and CEB Group Leader, Matt Dixon draws on a richly diverse background in his work, spanning financial services, sales and customer service.

Matt has co-authored three best-selling books, The Effortless Experience: Conquering the New Battleground for Customer Loyalty, The Challenger Sale: Taking Control of the Customer Conversation, and The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results.

Currently, Matt serves as head of CEB’s Financial Services practice where he oversees work on behalf of 13,000 executives from over 400 financial services organizations globally. The practice also encompasses CEB TowerGroup research, known throughout the financial services industry as the standard-bearer for FS technology insights. In addition to the FS practice, Matt leads the CEB Customer Contact and CEB Customer Experience Leadership Councils. In this capacity, he guides insight creation on all aspects of customer service strategy, management and operations.

Matt holds a Ph.D. in political economy from the University of Pittsburgh and a BA with honors from Mount Saint Mary’s University in Emmitsburg, Md.

Nick Toman

Co-author of The Challenger Customer

Over the past decade, Nick has conducted and presented many research studies on customer service and sales effectiveness to Fortune 500 business leaders and their teams. His expertise includes talent management, customer experience management, sales and service operations management, sales and service strategy, sales enablement and organizational culture. He is most interested in the connections between behavioral economics, social science and traditional business management.

Nick is a co-author of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results, a principle contributor to The Challenger Sale: Taking Control of the Customer Conversation, and continues to research the Challenger and Insight Selling Methods™. He is also a co-author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty. Nick has published three articles in Harvard Business Review and is a frequent contributor on sales and customer service topics for a number of blogs, including that of the Harvard Business Review and Freakonomics.

Nick holds degrees in A.B., Sociology and A.B., Law, Letters & Society from the University of Chicago.