The Challenger Sale: Taking Control of the Customer Conversation
Dixon
ISBN 10: 0670922854 ISBN 13: 9780670922857
Published by Penguin Books Ltd, 2013
Used
Soft cover
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About this Item
Description:
Cover/Case has some rubbing and edgewear. Access codes, CDs, slipcovers and other accessories may not be included. Seller Inventory # 2Y6OIV002XK5
Synopsis:
THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD
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.
The need to understand what top-performing reps are doing that their average performing colleagues are not is what drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board, to investigate the skills, behaviours, 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.
‘Read it, think about it, implement it. You, and your organization, will be glad you did’
Professor Neil Rackham, author of SPIN Selling
‘The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery’
Dan James, former chief sales officer, DuPont
About the Author: Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.
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Bibliographic Details
Title: The Challenger Sale: Taking Control of the ...
Publisher: Penguin Books Ltd
Publication Date: 2013
Binding: Soft cover
Condition: Good
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