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The Challenger Customer

By Brent Adamson

The Challenger Customer Business, Finance & Career

The Challenger Customer

Only 2 items left in stock
Description
From the authors of the internationally-bestselling business 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 --------------------------------------------------------------- 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. 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 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. The Challenger Sale, Amazon bestseller, Sales & Selling, January 2024
Product details
Binding:
Paperback
Edition:
1
Number of Pages:
288
Release Date:
2015-09-03
Publication Date:
2015-09-03
Publisher:
Penguin Books Ltd
Languages:
Original: English
ISBN10:
0241196566
ISBN13:
9780241196564
GPSR Manufacturer Reference:
[email protected]
Weight:
380 g
Height:
151 cm
Width:
233 cm
Thickness:
25 cm

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The items bear minimal signs of past use, such as light scratches or memories in the form of markings. These signs of wear give the items a charming character and tell stories of their previous owners, while not affecting their functionality.
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