The Challenger Series by Dixon and Adamson 2 Books Collection Set - Non Fiction - Paperback

Titles in This Set
The Challenger Sale
The Challenger Customer

Details
Condition: Brand New
Format: Paperback
Publisher: Portfolio

Overview
The Challenger Series brings together two landmark business books from Matthew Dixon and Brent Adamson that changed how companies think about B2B sales. The Challenger Sale introduced the idea that the highest-performing reps teach, tailor, and take control of the customer conversation rather than simply building relationships. The Challenger Customer extends that research into the buying organization itself, revealing which stakeholders actually drive consensus for change. Together, this two-book paperback set gives sales leaders, account executives, and marketing teams a practical, research-backed framework for winning complex deals and building a durable competitive edge.

About the Books
Based on research from a large-scale study of sales organizations, The Challenger Sale set out to answer a deceptively simple question: what separates star sales performers from the rest of the pack? The answer, according to Dixon and Adamson, is a rep profile the authors call the Challenger — someone who teaches customers something new about their business, tailors the message to different stakeholders, and takes control of the sales conversation with confidence. The book challenged the long-held belief that relationship-building alone wins deals, arguing instead that insight and constructive tension close bigger, more complex sales.

The Challenger Customer picks up where that first book left off, shifting the lens from the seller to the buyer. It explores why promising deals stall inside an organization even when a salesperson has done everything right, and identifies the "mobilizers" — internal stakeholders who build consensus and push change through. The book offers a practical method for finding these people, engaging them with disruptive insight, and helping them sell the idea internally after the call ends. Read together, the two titles form an evidence-based playbook covering both sides of the sales equation: how a rep should sell, and who inside the customer's business needs to be won over. For sales trainers and revenue leaders modernizing a go-to-market approach, this paperback set offers a cohesive language that can be applied directly to team training and account strategy.

Key Benefits

• Two influential, research-based sales books in one convenient paperback set
• Introduces the "Challenger" selling method used by high-performing B2B sales teams
• Explains how to identify and engage internal "mobilizers" who drive purchasing decisions
• Packed with practical frameworks, case studies, and step-by-step guidance
• Ideal for sales training, onboarding, and team book clubs
• A great gift for sales managers, account executives, and business school students

Book-by-Book Guide
The Challenger Sale — Argues that top sales performers win by teaching, tailoring, and taking control of the conversation rather than relying on relationship-building alone.
The Challenger Customer — Identifies the internal "mobilizers" who drive organizational consensus and shows sales teams how to find and engage them.

About the Authors
Matthew Dixon is a researcher, speaker, and author known for his work reshaping modern sales and customer experience strategy, co-authoring both The Challenger Sale and The Challenger Customer. Brent Adamson is a sales and marketing researcher and consultant who partnered with Dixon on the original Challenger research, drawing on large-scale studies of B2B sales organizations to identify what truly separates top performers from the rest of the field. Together, their work has influenced sales training programs at companies worldwide and introduced the widely referenced "Challenger" methodology now used across the modern business world.

Why You'll Love This Collection
This paperback set is a smart, practical gift for any sales professional, manager, or business school grad — perfect for onboarding new hires, stocking a team library, a holiday gift for a colleague, or a thoughtful career-boosting present for a birthday, graduation, or work anniversary any time of year.

Please Note: This is the UK edition with the ISBN as listed; the cover may vary slightly from the image shown.