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Synopsis
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
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About the Author
Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.
From the Back Cover
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, this title argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.
"About this title" may belong to another edition of this title.
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The Challenger Sale: Taking Control of the Customer Conversation
Seller: Your Online Bookstore, Houston, TX, U.S.A.
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The Challenger Sale: Taking Control of the Customer Conversation
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
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Hardback. Condition: Fair. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, this title argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. Seller Inventory # 00108587305
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The Challenger Sale: Taking Control of the Customer Conversation
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Hardback. Condition: Good. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, this title argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. Seller Inventory # 00101830921
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The Challenger Sale: Taking Control of the Customer Conversation
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The Challenger Sale: Taking Control of the Customer Conversation
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The Challenger Sale: Taking Control of the Customer Conversation
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The Challenger Sale: Taking Control of the Customer Conversation
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Condition: good. Book is in good condition and may include underlining highlighting and minimal wear. The book can also include "From the library of" labels. May not contain miscellaneous items toys, dvds, etc. . We offer 100% money back guarantee and 24 7 customer service. Seller Inventory # ZEV.1591844355.G
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The Challenger Sale: Taking Control of the Customer Conversation
Seller: 3Brothers Bookstore, Egg harbor township, NJ, U.S.A.
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Condition: good. Books may contain some notes and highlighting. Supplements such as Access Codes, Cd's Dust Jackets, etc. are not guaranteed with used book purchases. Seller Inventory # EVV.1591844355.G
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The Challenger Sale: Taking Control of the Customer Conversation
Seller: Zoom Books East, Glendale Heights, IL, U.S.A.
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Condition: very_good. Book is in very good condition and may include minimal underlining highlighting. The book can also include "From the library of" labels. May not contain miscellaneous items toys, dvds, etc. . We offer 100% money back guarantee and 24 7 customer service. Seller Inventory # ZEV.1591844355.VG
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The Challenger Sale: Taking Control of the Customer Conversation
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Condition: like_new. Book is in like new condition with minimal signs of wear. Pages are clean and free from notes or highlighting. Dust cover is intact. May not contain miscellaneous items toys, dvds, etc. . We offer 100% money back guarantee and 24 7 customer service. Seller Inventory # ZEV.1591844355.LN