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The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon and Brent Adamson | Business Book 1

Nouveau

by Matthew Dixon

The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon and Brent Adamson | Business Book

Prix courant: £17.22
Prix de vente: £17.22
Prix courant

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by Matthew Dixon

The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon and Brent Adamson | Business Book

Prix courant: £17.22
Prix de vente: £17.22
Prix courant

The Challenger Sale: How To Take Control of the Customer Conversation

Discover the groundbreaking sales methodology that challenges conventional wisdom and drives consistent high performance. Based on extensive research, The Challenger Sale reveals that the most effective salespeople don't just build relationships; they challenge their customers with unique insights and tailored solutions.

This international bestseller, with over 1 million copies sold, argues that the classic relationship-building model is often the wrong approach, especially for complex business-to-business sales. Authors Matthew Dixon and Brent Adamson identified five distinct sales rep profiles, with the 'Challenger' consistently outperforming others.

Learn how to equip any sales rep with the tools to drive higher customer loyalty and greater growth by understanding how to offer insights that help customers save or make money, tailoring messages to specific needs, and assertively taking control of the sales process.

Key Features/Benefits:

Challenges traditional sales approaches with data-driven insights.
Identifies the 'Challenger' sales profile as the key to consistent high performance.
Provides actionable strategies for tailoring sales messages and controlling the conversation.
Aims to drive higher customer loyalty and business growth.

Specifications:

Author: Matthew Dixon, Brent Adamson
Publisher: Portfolio Penguin
Release Date: February 7, 2013
Edition: 1st
Language: English
Format: Paperback
Page Count: 240 pages
Dimensions: 15.2 x 1.8 x 23.2 cm
Weight: 299g
ISBN-10: 9780670922857
ISBN-13: 978-0670922857

About the Authors:

Brent Adamson is a managing director at CEB, specializing in Sales and Marketing. Matthew Dixon is an executive director at CEB, focusing on Financial Services and Customer Contact. Both are frequent contributors to the Harvard Business Review and co-authors of The Challenger Sale and other influential business books.

Transform your sales strategy and achieve greater success with the insights from The Challenger Sale.

EAN: 8601300364056

Release Date: 2013-02-07

From the Manufacturer

The International Bestseller: Over 500,000 copies sold.

The classic relationship-building model is the wrong approach to sales. 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.

About the Authors

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. 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.

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The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon and Brent Adamson | Business Book

The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon and Brent Adamson | Business Book