The Challenger Sale: Taking Control of the Customer Conversation

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9780670922857: The Challenger Sale: Taking Control of the Customer Conversation
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The most important advance in selling for many years. -- Neil Rackham, author of SPIN Selling

From the Publisher:

In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.

Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.

Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.

Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.

www.executiveboard.com

www.thechallengersale.com

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Dixon, Matthew; Adamson, Brent
ISBN 10: 0670922854 ISBN 13: 9780670922857
Nuevos Cantidad: 1
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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 97806709228570000000

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2.

Dixon, Matthew; Adamson, Brent
Editorial: Penguin Books Ltd, United Kingdom (2015)
ISBN 10: 0670922854 ISBN 13: 9780670922857
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Descripción Penguin Books Ltd, United Kingdom, 2015. Paperback. Estado de conservación: New. 230 x 152 mm. Language: English . Brand New Book. THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don t just build relationships with customers. Challenge them What s the secret to sales success? If you re like most business leaders, you d say it s fundamentally about relationships - and you d be wrong. The best salespeople don t just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer s specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB s Sales Executive Council in Washington, D.C. Nº de ref. de la librería APG9780670922857

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3.

Dixon, Matthew; Adamson, Brent
Editorial: Penguin Books Ltd, United Kingdom (2015)
ISBN 10: 0670922854 ISBN 13: 9780670922857
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. 230 x 152 mm. Language: English . Brand New Book. THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don t just build relationships with customers. Challenge them What s the secret to sales success? If you re like most business leaders, you d say it s fundamentally about relationships - and you d be wrong. The best salespeople don t just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer s specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB s Sales Executive Council in Washington, D.C. Nº de ref. de la librería APG9780670922857

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Dixon, Matthew; Adamson, Brent
Editorial: Penguin, U.S.A. (2013)
ISBN 10: 0670922854 ISBN 13: 9780670922857
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Descripción Penguin, U.S.A., 2013. Soft cover. Estado de conservación: New. Nº de ref. de la librería 0001648

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Dixon, Matthew; Adamson, Brent
Editorial: Portfolio Penguin (2013)
ISBN 10: 0670922854 ISBN 13: 9780670922857
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Descripción Portfolio Penguin, 2013. Estado de conservación: New. 2013. Paperback. Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach. Num Pages: 240 pages, illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 233 x 155 x 18. Weight in Grams: 320. . . . . . . Nº de ref. de la librería V9780670922857

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Dixon, Matthew; Adamson, Brent
Editorial: Portfolio Penguin 2013-02-07 (2013)
ISBN 10: 0670922854 ISBN 13: 9780670922857
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Descripción Portfolio Penguin 2013-02-07, 2013. 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-04944017

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Dixon, Matthew; Adamson, Brent
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Descripción Portfolio Penguin. Estado de conservación: New. 2013. Paperback. Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach. Num Pages: 240 pages, illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 233 x 155 x 18. Weight in Grams: 320. . . . . . Books ship from the US and Ireland. Nº de ref. de la librería V9780670922857

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Dixon, Matthew; Adamson, Brent
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Descripción Paperback. Estado de conservación: New. Not Signed; THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them What's the secret to sales success? If you're like most business leaders, you'd say. book. Nº de ref. de la librería ria9780670922857_rkm

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Dixon, Matthew; Adamson, Brent
Editorial: Penguin Books Ltd 2013-02-07, London (2013)
ISBN 10: 0670922854 ISBN 13: 9780670922857
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Descripción Penguin Books Ltd 2013-02-07, London, 2013. paperback. Estado de conservación: New. Nº de ref. de la librería 9780670922857

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Dixon, Matthew; Adamson, Brent
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Descripción Penguin Books Ltd, 2013. 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-9780670922857

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