Matthew Dixon, Brent Adamson

The Challenger Sale (eBook, ePUB)

How To Take Control of the Customer Conversation

• Format: ePub

Produktbeschreibung

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

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Produktdetails

• Verlag: Penguin Books Ltd
• Seitenzahl: 240
• Erscheinungstermin: 1. Oktober 2012
• Englisch
• ISBN-13: 9780670922864
• Artikelnr.: 37836521

Autorenporträt

Matthew Dixon is a managing director with the sales and marketing practice of the Corporate Executive Board in Washington, DC.He holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh.

Brent Adamson is Senior Director of Member Advisory Services for the Sales, Marketing, and Communications Practice at the Corporate Executive Board.Brent joined CEB from the University of Michigan Ross School of Business, where he received his MBA.

Rezensionen

Read it, think about it, implement it. You, and your organization, will be glad you did Professor Neil Rackham, author of SPIN Selling