The Challenger Customer - Selling to the Hidden Influencer Who Can Multiply Your Results

From the authors of the internationally-bestselling business classic The Challenger Salebr>br>''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 Drivebr>br>---------------------------------------------------------------br>br>In The Challenger Sale, Matthew Dixon and Brent Adamson 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.br>br>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.br>br>Based on new 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.>

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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

Product details

• Authors: Brent Adamson, Adamson Brent, Matthew Dixon, Matthew Adamson Dixon, Dixon Matthew, Pat Spenner, Spenner Pat, Toma, Nick Toman, Toman Nick
• Publisher: Portfolio Penguin UK
• Languages: English
• Product format: Paperback / Softback
• Released: 03.09.2015
• EAN: 9780241196564
• ISBN: 978-0-241-19656-4
• No. of pages: 288
• Dimensions: 153 mm x 233 mm x 21 mm
• Subjects: Social sciences, law, business > Business > Advertising, marketing; Advertising, online marketing, Market research, Public Relations, Entrepreneurship, Office Management, BUSINESS & ECONOMICS / Customer Relations, Assertiveness, motivation & self-esteem, Advice on careers & achieving success, Management: leadership & motivation, Personnel & human resources management, Operational research, Management accounting & bookkeeping, Sales and marketing, Budgeting & financial management, Brands and branding, Educational: Business administration and office skills, Direct marketing / telemarketing