The Resource The challenger sale : taking control of the customer conversation, Matthew Dixon and Brent Adamson, (electronic resource)

The challenger sale : taking control of the customer conversation, Matthew Dixon and Brent Adamson, (electronic resource)

Label
The challenger sale : taking control of the customer conversation
Title
The challenger sale
Title remainder
taking control of the customer conversation
Statement of responsibility
Matthew Dixon and Brent Adamson
Creator
Contributor
Subject
Language
eng
Summary
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
Accompanying matter
technical information on music
Cataloging source
Midwest
Form of composition
not applicable
Format of music
not applicable
Literary text for sound recordings
other
PerformerNote
Narrated by the authors
Target audience
adult
Transposition and arrangement
not applicable
The challenger sale : taking control of the customer conversation, Matthew Dixon and Brent Adamson, (electronic resource)
Label
The challenger sale : taking control of the customer conversation, Matthew Dixon and Brent Adamson, (electronic resource)
Link
https://www.hoopladigital.com/title/11212799
Publication
Related Contributor
Related Location
Related Agents
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Related Subjects
Antecedent source
unknown
Capture and storage technique
digital storage
Carrier category
online resource
Carrier MARC source
rdacarrier
Color
not applicable
Configuration of playback channels
unknown
Content category
spoken word
Content type MARC source
rdacontent
Control code
MWT11212799
http://library.link/vocab/cover_art
https://secure.syndetics.com/index.aspx?isbn=9781469000022/LC.GIF&client=780-496-1833&type=xw12&upc=&oclc=%28Sirsi%29%20MWT11212799
Dimensions
  • not applicable
  • unknown
http://library.link/vocab/discovery_link
{'EPLMNA': 'https://epl.bibliocommons.com/item/show/1358706005'}
Edition
Unabridged.
Extent
1 online resource (1 streaming audio file (5hr., 30 min.))
File format
unknown
Form of item
  • online
  • electronic
Governing access note
Digital content provided by hoopla
Groove width / pitch
not applicable
Isbn
9781469000022
Isbn Type
(sound recording : hoopla Audio Book)
Kind of cutting
not applicable
Kind of disc cylinder or tape
not applicable
Kind of material
unknown
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Other physical details
digital.
Publisher number
MWT11212799
Quality assurance targets
unknown
Reformatting quality
access
Sound
sound
Special playback characteristics
digital recording
Specific material designation
  • other
  • remote
Speed
other
Stock number
11212799
System control number
  • (Sirsi) MWT11212799
  • MWT11212799
System details
Mode of access: World Wide Web
Tape configuration
not applicable
Tape width
not applicable

Library Locations

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      7 Sir Winston Churchill Square, Edmonton, AB, T5J 2V4, CA
      53.542897 -113.48975860000002
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