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 ...Read MoreIn 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.Read Less
Very Good. 0670922854 Your purchase benefits those with developmental disabilities to live a better quality of life. YOUR PURCHASE BENEFITS THOSE WITH DEVELOPMENTAL DISABILITIES TO LIVE A BETTER QUALITY OF LIFE. Book has some dog ears.
New. 2013. Paperback......We ship daily from our warehouse. Over 350, 000 customers served online! Our feedback reflects our service....'Quick delivery and book was exactly as described', 'Great service-thank you! '
Acceptable. A book with obvious wear. May have some damage to the cover or binding but integrity is still intact. There might be writing in the margins, possibly underlining and highlighting of text, but no missing pages or anything that would compromise the legibility or understanding of the text.
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited, Baker & Taylor, Inc., or by their respective licensors, or by the publishers, or by their respective licensors. For personal use only. All rights reserved. All rights in images of books or other publications are reserved by the original copyright holders.