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The Challenger Customer

- Selling to the Hidden Influencer Who Can Multiply Your Results
Af: Matthew Dixon, Nick Toman, Pat Spenner, Brent Adamson Engelsk Paperback

The Challenger Customer

- Selling to the Hidden Influencer Who Can Multiply Your Results
Af: Matthew Dixon, Nick Toman, Pat Spenner, Brent Adamson Engelsk Paperback
Tjek vores konkurrenters priser

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

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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

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Produktdetaljer
Sprog: Engelsk
Sider: 288
ISBN-13: 9780241196564
Indbinding: Paperback
Udgave:
ISBN-10: 0241196566
Kategori: Salg og marketing
Udg. Dato: 3 sep 2015
Længde: 21mm
Bredde: 156mm
Højde: 233mm
Forlag: Penguin Books Ltd
Oplagsdato: 3 sep 2015
Forfatter(e): Matthew Dixon, Nick Toman, Pat Spenner, Brent Adamson
Forfatter(e) Matthew Dixon, Nick Toman, Pat Spenner, Brent Adamson

Kategori Salg og marketing

ISBN-13 9780241196564

Sprog Engelsk

Indbinding Paperback

Sider 288

Udgave

Længde 21mm

Bredde 156mm

Højde 233mm

Udg. Dato 3 sep 2015

Oplagsdato 3 sep 2015

Forlag Penguin Books Ltd