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The Challenger Sale: Taking Control of the Customer Conversation
by Dixon, Matthew; Adamson, Brent | HC | VeryGood
US $5,52
CircaEUR 4,70
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Numero oggetto eBay:143517193735
Specifiche dell'oggetto
- Condizione
- Ottime condizioni
- Note del venditore
- Binding
- Hardcover
- Weight
- 0 lbs
- Product Group
- Book
- IsTextBook
- No
- ISBN
- 9781591844358
Informazioni su questo prodotto
Product Identifiers
Publisher
Penguin Publishing Group
ISBN-10
1591844355
ISBN-13
9781591844358
eBay Product ID (ePID)
127436703
Product Key Features
Book Title
Challenger Sale : Taking Control of the Customer Conversation
Number of Pages
240 Pages
Language
English
Topic
Sales & Selling / Management, Customer Relations, Organizational Behavior, Sales & Selling / General
Publication Year
2011
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
0.9 in
Item Weight
14.6 Oz
Item Length
9.3 in
Item Width
6.2 in
Additional Product Features
Intended Audience
Trade
LCCN
2011-026907
Dewey Edition
23
TitleLeading
The
Reviews
"The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did." --Professor Neil Rackham, author of SPIN Selling, from the foreword "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. 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 "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed--and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." --Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing "Groundbreaking, timely, and disciplined research--presented in a way that is both intuitive and completely actionable--that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." --Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." --Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." --Tom Meek, vice president, sales, Henkel Adhesives Technologies, Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment., "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed- and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing, "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." Tom Meek, vice president, sales, Henkel Adhesives Technologies, There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read., The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer., "The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did." --Professor Neil Rackham, author of SPIN Selling, from the foreword "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. 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 "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed--and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." --Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing "Groundbreaking, timely, and disciplined research--presented in a way that is both intuitive and completely actionable--that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." --Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." --Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." --Tom Meek, vice president, sales, Henkel Adhesives Technologies, "The most important advance in selling for many years." -Neil Rackham, author of SPIN Selling "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. 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 "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed- and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." -Ken Ravenaugh, vice president, sales operations, Oakwood Temporary Housing "Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." -Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." -Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." -Tom Meek, vice president, sales, Henkel Adhesives Technologies, This is a must-read book for every sales professional. The authors'' groundbreaking research explains how the rules for selling have changed- and what to do about it. If you don''t want to be left behind, don''t miss this innovative book that provides the new formula for selling success., "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. 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, "Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Fo, The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. 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., " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals, "The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did." -Professor Neil Rackham, author of SPIN Selling, from the foreword "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. 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 "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed-and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." -Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing "Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." -Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." -Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." -Tom Meek, vice president, sales, Henkel Adhesives Technologies
Grade From
Twelfth Grade
Dewey Decimal
658.85
Synopsis
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 drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, 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. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
LC Classification Number
HF5438.4.D59 2011
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- e***- (121)- Feedback lasciato dall'acquirente.Mese scorsoAcquisto verificatoUnfortunately I received a damaged book, the item and the package both were damaged and it was clearly evident its appearance that it happened during transit. The seller was very understanding and gave me a full refund for the damaged book, though it was no fault of their own. Other than the damage, the book was as described, the quality and condition aside from the damaged spot was like new. The cost of the book was reasonable. I would definitely purchase from the seller again.
- v***v (2098)- Feedback lasciato dall'acquirente.Ultimi 6 mesiAcquisto verificatoAlthough this book was not as described, with no picture of it in the listing, the seller communicated well and quickly gave me a full refund while letting me keep it. The minimal packaging left the book a bit vulnerable (typical for ThriftBooks), but it did arrive safely and timely. As usual, it’s hit or miss with this seller, but often times you can get great values, and their customer service is always very good. Many other sellers with millions of transactions don’t even communicate.How to chalk talk, by Harlan Tarbell (N° 197064259889)
- 7***j (849)- Feedback lasciato dall'acquirente.Ultimi 6 mesiAcquisto verificatoI recently purchased an item from this eBay seller, and I couldn't be happier with the experience. From the prompt communication to the fast shipping, everything was handled with utmost professionalism. The item arrived exactly as described and was well-packaged to ensure its safety during transit. The seller was courteous and responsive, making the entire transaction smooth and hassle-free. I highly recommend this seller to anyone looking for quality products and excellent service.