The Challenger Sale Archives

5 Selling Experience Attributes That Drive Customer Loyalty

March 14, 2017 by Bob Schultek

In their book, The Challenger Sale, Dixon and Adamson cite their research into the 50-plus attributes that drive customer loyalty (i.e. more sales per customer), noting that just 38% of that allegiance is due to outperforming competitors on brand, product and service, and only 9% is attributable to better price-to-value ratio than the competition. They discovered that the primary driver of loyalty, at 53%, is the sales experience itself. There are five key attributes that …

Is Relationship Selling Dead?

August 4, 2015August 4, 2015 by Bob Schultek

That’s the premise of The Challenger Sale by Matthew Dixon. Of course, the message of the book is more subtle. What The Challenger Sale actually suggests is that your customer relationships will generate more sales only when you continue to produce strategic value for your customers. Customers have many options available to them; competitive intensity continues to grow and the pace of evolution continues to accelerate. Customers demand expertise, initiative and innovation. They expect you …