The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

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9780241196564: The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
Reseña del editor:

The Mobilizer Sale is the long-awaited sequel to the bestselling sales classic The Challenger Sale

Think of your ideal customer. Now think again.

After years of extensive research, the bestselling team behind The Challenger Sale is back with another game-changing playbook for anyone who needs to sell anything. They have discovered that, contrary to popular belief, the highest performing sales reps in all industries get results by targeting customers who aresceptical, difficult and less loyal to suppliers. These customers are the 'mobilizers'.

Mobilizers can become your strongest allies within your target company. They can bring together a diverse set of stakeholders, fight for large-scale disruptive change, and ultimately help you win the deal. The Mobilizer Sale offers a roadmap for how to identify them, how to engage them, and how to make the sale that will pay again and again.

BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review.

MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review.

PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to Forbes and the Harvard Business Review.

NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review.

CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders and their teams with insight and actionable solutions to transform operations.

Reseña del editor:

The long-awaited sequel to the bestselling sales classic The Challenger Sale

'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' DANIEL H. PINK, author of To Sell is Human and Drive

Four years ago, the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers.

Challenger customers are sceptical, less interested in meeting, and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with.

Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again.

thechallengercustomer.co.uk

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1.

Matthew Dixon, Brent Adamson, Pat Spenner
Editorial: Penguin Books Ltd, United Kingdom (2015)
ISBN 10: 0241196566 ISBN 13: 9780241196564
Nuevos Paperback Cantidad: 10
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The Book Depository
(London, Reino Unido)
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Descripción Penguin Books Ltd, United Kingdom, 2015. Paperback. Estado de conservación: New. 234 x 153 mm. Language: English . Brand New Book. The long-awaited sequel to the bestselling sales classic The Challenger Sale. A handbook of practices that will help you get into your customers heads, deliver good value, and win the sale Daniel H Pink, author of To Sell is Human and Drive Four years ago, the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don t focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting, and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these mobilizers and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again. Nº de ref. de la librería APG9780241196564

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Matthew Dixon, Brent Adamson, Pat Spenner
Editorial: Penguin Books Ltd, United Kingdom (2015)
ISBN 10: 0241196566 ISBN 13: 9780241196564
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Descripción Penguin Books Ltd, United Kingdom, 2015. Paperback. Estado de conservación: New. 234 x 153 mm. Language: English . Brand New Book. The long-awaited sequel to the bestselling sales classic The Challenger Sale A handbook of practices that will help you get into your customers heads, deliver good value, and win the sale DANIEL H. PINK, author of To Sell is Human and Drive Four years ago, the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don t focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting, and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these mobilizers and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again. thechallengercustomer. Nº de ref. de la librería APG9780241196564

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Matthew Dixon, Brent Adamson, Pat Spenner, Nick Toman
Editorial: Portfolio Penguin 2015-09-03 (2015)
ISBN 10: 0241196566 ISBN 13: 9780241196564
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Descripción Portfolio Penguin 2015-09-03, 2015. Estado de conservación: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Nº de ref. de la librería NU-GRD-05264736

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Matthew Dixon, Brent Adamson, Pat Spenner, Nick Toman
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ISBN 10: 0241196566 ISBN 13: 9780241196564
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Descripción Penguin Books Ltd 2015-09-03, UK, 2015. paperback. Estado de conservación: New. Nº de ref. de la librería 9780241196564

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Matthew Dixon, Brent Adamson, Pat Spenner, Nick Toman
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Descripción Penguin Books Ltd. Paperback. Estado de conservación: new. BRAND NEW, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results, Matthew Dixon, Brent Adamson, Pat Spenner, Nick Toman, The long-awaited sequel to the bestselling sales classic The Challenger Sale. 'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' Daniel H Pink, author of To Sell is Human and Drive Four years ago, the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting, and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again. Nº de ref. de la librería B9780241196564

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Dixon, Matthew, Adamson, Brent, Spenner, Pat, Toman, Nick
Editorial: Portfolio Penguin (2015)
ISBN 10: 0241196566 ISBN 13: 9780241196564
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Descripción Portfolio Penguin, 2015. Estado de conservación: New. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, this book shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. Num Pages: 288 pages. BIC Classification: KJS. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 154 x 234 x 24. Weight in Grams: 376. . 2015. Paperback. . . . . . Nº de ref. de la librería V9780241196564

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Descripción Estado de conservación: New. Depending on your location, this item may ship from the US or UK. Nº de ref. de la librería 97802411965640000000

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Descripción Portfolio Penguin. Estado de conservación: New. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, this book shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. Num Pages: 288 pages. BIC Classification: KJS. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 154 x 234 x 24. Weight in Grams: 376. . 2015. Paperback. . . . . Books ship from the US and Ireland. Nº de ref. de la librería V9780241196564

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Descripción Penguin Books Ltd, 2015. PAP. Estado de conservación: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Nº de ref. de la librería CP-9780241196564

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