The Challenger Sale: Taking Control of the Customer Conversation

Dixon

ISBN 10: 0670922854 / ISBN 13: 9780670922857

Verlag: Penguin Books Ltd, 2013

Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Bestandsnummer des Verkäufers 00096809959

Inhaltsangabe:

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

Über die Autorin bzw. den Autor: Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.

Bibliografische Details

Titel: The Challenger Sale: Taking Control of the ...
Verlag: Penguin Books Ltd
Erscheinungsdatum: 2013
Einband: Softcover
Zustand: Very Good