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The Challenger Sale by Matthew Dixon
£16.99
Available
Product Ref. (e.g. ISBN, SKU)
9780670922857
Published:
07 Feb 2013
Format:
Paperback
Number of pages:
240 pages
Dimensions:
232x152x18mm
Weight:
0.299kgs
Author:
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 INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD
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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.
Their conclusion? The best salespeople don't just build relationships with customers. They challenge them.
Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.
______________
'If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!' Amazon Reader Review
'Read it, think about it, implement it. You, and your organization, will be glad you did' Professor Neil Rackham, author of SPIN Selling
About the Author: BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review. MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review.PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to Forbes and the Harvard Business Review.NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review. CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders, and their teams with insight and actionable solutions to transform operations.
| Number of pages | 240 |
|---|
We will despatch your order as quickly as we can. If, for whatever reason, a product is out of stock we will contact you to discuss the likely delivery time or an alternative product.
| First Item | 2 Items & Over | |
|---|---|---|
| UK | £3.75 | £5.00 |
| EU | £15.00 | £30.00 |
| USA & Canada | £30.00 | £50.00 |
| Rest of the World | £45.00 | £60.00 |
| Collect in Store | free | free |
Additional Delivery Information (and some really important bits):
UK Delivery
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Shipments to the USA & Canada:
First Item @ £30.00
2 Items & over @ £50.00 in total
Shipments to the Rest of the World:
First Item @ £45.00
2 Items & over @ £60.00 in total
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