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 ...
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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.
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Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.46, fair condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.49, fair condition, Sold by Once Upon A Time Books rated 3.0 out of 5 stars, ships from Tontitown, AR, UNITED STATES, published 2011 by Portfolio.
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Fair. This is a used book. It may contain highlighting/underlining and/or the book may show heavier signs of wear. It may also be ex-library or without dustjacket. This is a used book. It may contain highlighting/underlining and/or the book may show heavier signs of wear. It may also be ex-library or without dustjacket.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.52, good condition, Sold by Zoom Books Company rated 4.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 2011 by Portfolio.
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Book is in good condition and may contain underlining or highlighting and minimal wear. The book can also include library labels. May not contain miscellaneous items (toys, dvds, etc). We offer 100% money back guarantee and fast customer support.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.99, good condition, Sold by ThriftBooks-Atlanta rated 5.0 out of 5 stars, ships from Brownstown, MI, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.99, very good condition, Sold by ThriftBooks-Baltimore rated 4.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.99, good condition, Sold by ThriftBooks-Reno rated 4.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.99, good condition, Sold by ThriftBooks-Dallas rated 4.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.99, good condition, Sold by ThriftBooks-Baltimore rated 4.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.99, good condition, Sold by Goodwill of Colorado rated 4.0 out of 5 stars, ships from COLORADO SPRINGS, CO, UNITED STATES, published 2011 by Portfolio.
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This item is in overall good condition. Covers and dust jackets are intact but may have minor wear including slight curls or bends to corners as well as cosmetic blemishes including stickers. Pages are intact but may have minor highlighting/ writing. Binding is intact; however, spine may have slight wear overall. Digital codes may not be included and have not been tested to be redeemable and/or active. Minor shelf wear overall. Please note that all items are donated goods and are in used condition. Orders shipped Monday through Friday! Your purchase helps put people to work and learn life skills to reach their full potential. Orders shipped Monday through Friday. Your purchase helps put people to work and learn life skills to reach their full potential. Thank you!
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.99, fair condition, Sold by Goodwill of Colorado rated 4.0 out of 5 stars, ships from COLORADO SPRINGS, CO, UNITED STATES, published 2011 by Portfolio.
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Fair. This item is in overall acceptable condition. Covers and dust jackets are intact but may have heavy wear including creases, bends, edge wear, curled corners or minor tears as well as stickers or sticker-residue. Pages are intact but may have minor curls, bends or moderate to considerable highlighting/ writing. Binding is intact; however, spine may have heavy wear. Digital codes may not be included and have not been tested to be redeemable and/or active. A well-read copy overall. Please note that all items are donated goods and are in used condition. Orders shipped Monday through Friday! Your purchase helps put people to work and learn life skills to reach their full potential. Orders shipped Monday through Friday. Your purchase helps put people to work and learn life skills to reach their full potential. Thank you!
