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Author : Matthew Dixon Category : Business & Economics Publisher : Penguin UK ISBN : 9780241972687 Type book : PDF & Epub
Page book : 288
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
Author : Matthew Dixon Category : Business & Economics Publisher : Penguin UK ISBN : 9780670922864 Type book : PDF & Epub
Page book : 240
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. www.executiveboard.com www.thechallengersale.com
Author : The Mindset Warrior Category : Study Aids Publisher : K.P. ISBN : Type book : PDF & Epub
Page book :
An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer to in the future? ✅ In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.. NOTE: To Purchase the "The Challenger Sale"(full book); which this is not, simply type in the name of the book in the search bar of your bookstore.
Author : The 30 Minute Expert Series Category : Publisher : ISBN : 1623152089 Type book : PDF & Epub
Page book : 42
The secret to success is not merely building relationships; it's challenging them. The Challenger Sale ...in 30 minutes is the essential guide to quickly understanding the important lessons outlined in coauthors Matthew Dixon and Brent Adamson's best-selling book, The Challenger Sale. Understand the key ideas of The Challenger Sale in a fraction of the time, using this guide's: Concise synopsis, which examines the principles of The Challenger Sale In-depth analysis of key concepts, such as "Solution Sales" and "Challenging the Core Sales Staff" Practical applications for incorporating the Challenger sales style into your business's sales strategies and marketing techniques Insightful background on coauthors and senior directors for the Corporate Executive Board Matthew Dixon and Brent Adamson Extensive recommended reading list and glossary In The Challenger Sale, best-selling authors Matthew Dixon and Brent Adamson present the findings of their worldwide investigation into why some salespeople continue to close deals on large accounts even during a global recession. Utilizing the data collected from over ninety companies, the authors discovered that most salespeople fell into one of five categories, the most effective (by far) being the Challenger sales style. More than half of all business sales are made by Challenger salespeople, whose unique strategies--confronting the beliefs of the customer, rejecting the status quo, and pushing the customer out of his comfort zone--prove that relationship building is not as effective a sales tool as sales executives tend to think. The new gold standard in sales, according to the authors, is to help customers think differently about their needs while presenting them with new solutions. An insightful guidebook for both salespeople and their managers, The Challenger Sale provides effective techniques for increasing an organization's customer loyalty, growth, and success. About the 30 Minute Expert Series The 30 Minute Expert Series is designed for busy individuals interested in exploring a book's ideas, history, application, and critical reception. The series offers detailed analyses, critical presentations of key ideas and their application, extensive reading lists for additional information, and contextual understanding of the work of leading authors. Designed as companions to the original works, the 30 Minute Expert Series enables readers to develop expert knowledge of important works ...in 30 minutes. As with all books in the 30 Minute Expert Series, this book is intended to be purchased alongside the reviewed title, The Challenger Sale: Taking Control of the Customer Conversation.
Author : Shortcut Edition Category : Business & Economics Publisher : Shortcut Edition ISBN : Type book : PDF & Epub
Page book : 18
* Our summary is short, simple and pragmatic. It allows you to have the essential ideas of a big book in less than 30 minutes. As you read this summary, you will discover how to stand out from the competition by learning to master the art of customer conversation. Matthew Dixon's new business approach shows you how to successfully sell your solution or product by understanding the major changes in the global economy and marketing during this time of economic crisis. You will also learn : the characteristics of the "Challenger" compared to four other types of vendors; the art of a mastered and instructive conversation for the customer; how to adapt your sales message; how to dust off the role of the manager within the sales team. Sales is a world in perpetual change: the way of approaching and selling to a future customer changes over time. The change that interests us here is the renewal of the sales relationship. The challenge is to change the customer's state of mind, to make him go in his direction and to bring him new solutions to his problems. *Buy now the summary of this book for the modest price of a cup of coffee!
Author : Sumoreads Category : Publisher : Createspace Independent Publishing Platform ISBN : 1984175246 Type book : PDF & Epub
Page book : 32
PLEASE NOTE: This is a summary, analysis and review of the book and not the original book. In The Challenger Customer: Selling to the Hidden Influencer who can Multiply Your Results authors Abramson, Dixon, Spenner, and Toman present a new method for sellers to see more success. They base their methods around finding a stakeholder, who will support and advocate for the purchase. This SUMOREADS Analysis offers supplementary material to The Challenger Customer to help you distill the key takeaways, review the book's content, and offers insight into the writing style and overall themes. Whether you'd like to supplement your understanding, refresh your memory, or simply decide whether or not this book is for you, FastReads Analysis is here to help. Absorb everything you need to know in less than 30 minutes. What does this SUMOREADS Analysis Include? A short synopsis of the original book Editorial Review of the writing style and content Key takeaways of the author's main points A short bio of the authors Original Book Summary Overview Abramson, Dixon, Spenner, and Toman's book The Challenger Customer: Selling to the Hidden Influencer who can Multiply Your Results examines the way that a drive towards group decision-making has demanded a change in sales tactics. Now, sellers need to bring several stakeholders together to agree to an idea. Their solution is to engage with one stakeholder (a "mobilizer") who is most likely to understand the need for the purchase and advocate for it. BEFORE YOU BUY: The purpose of this SUMOREADS Analysis is to help you decide if it's worth the time, money and effort reading the original book (if you haven't already). SUMOREADS has pulled out the essence-but only to help you ascertain the value of the book for yourself. This analysis is meant as a supplement to, and not a replacement for, the original book.
Author : Swift Reads Category : Study Aids Publisher : Swift Reads ISBN : Type book : PDF & Epub
Page book : 35
The Challenger Sale: Taking Control of the Customer Conversation (2011) shows companies how assertive sales representatives can increase profits and create repeat customers. Authors and entrepreneurs Matthew Dixon and Brent Adamson use the results of interviews with more than 5,000 sales representatives to outline five different profiles most employees fit into... Purchase this in-depth summary to learn more.
Author : Scorpio Digital Press Category : Publisher : ISBN : 1079760261 Type book : PDF & Epub
Page book : 50
Summary of Matthew Dixon and Brent Adamson's The Challenger Sale Taking Control of the Customer Conversation NOTE TO READERS: This is a summary and analysis companion booked based on The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon & Brent Adamson. We strongly suggest you purchase the original book too. STOP! I have a few IMPORTANT questions for you: Are you ready to become a superstar salesman? Do you want the researched knowledge to create a go-getter sales team? And most importantly, are you ready to increase your precious customer conversions by 100%? THEN THIS BOOK IS FOR YOU! Brief Books presents you with a detailed summary and analysis of Matthew Dixon and Brent Adamson's The Challenger Sale: Taking Control of the Customer Conversation. Enjoy a thorough condensation of the original book that has been a best seller on Amazon and the Wall Street Journal. Take control of your customer sales! You'll learn and enjoy tantalizing information like: How to make your customers THINK by delivering new and innovative ideas to help them achieve more success The importance and logic behind new customer trends, like customization and the use of third-party consultants. How to train your sales team to go above and beyond when it comes to selling. The 5 kinds of sales representatives, and which ones are the best. and so much more! Read it TONIGHT, and be a better salesman by TOMORROW!
Author : Paul Adams / Bookhabits Category : Education Publisher : Blurb ISBN : 0464953103 Type book : PDF & Epub
Page book : 70
The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson: Conversation Starters The Challenger Sale opens with this question: What's the secret to sales success? Most business leaders would answer the question with relationships. While that is fundamentally true, Matthew Dixon and Brent Adamson argues that it is not encough to build relationships with customers. To be successful, business leaders need to challenge their relationships. Dixon and Adamson needed to understand what sets apart top-performing reps from the average performing ones. Together with their colleagues at Corporate Executive Board, Dixon and Adamson investigates the attitudes, behaviors, knowledge and skills that matter to reps that have the highest sales performance. Their discovery may come as a shock to decades-old conventional sales wisdom. SPIN Selling author Professor Neil Rackham says that Dixon and Adamson's research is "game-changing." His advice is not just to read it but... A Brief Look Inside: EVERY GOOD BOOK CONTAINS A WORLD FAR DEEPER than the surface of its pages. The characters and their world come alive, and the characters and its world still live on. Conversation Starters is peppered with questions designed to bring us beneath the surface of the page and invite us into the world that lives on. These questions can be used to... Create Hours of Conversation: - Promote an atmosphere of discussion for groups - Foster a deeper understanding of the book - Assist in the study of the book, either individually or corporately - Explore unseen realms of the book as never seen before Disclaimer: This book you are about to enjoy is an independent resource meant to supplement the original book. If you have not yet read the original book, we encourage you to before purchasing this unofficial Conversation Starters.