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Brent Adamson Books

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  • The Challenger Sale by Matthew Dixon
    The Challenger Sale (Paperback) Matthew Dixon, Brent Adamson

    Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach.

    $16.38 $24.09
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  • The Challenger Customer by Brent Adamson
    The Challenger Customer (English, Hardback) Brent Adamson, Matthew Dixon

    As the bestseller The Challenger Sale proved, challenging the customer is now the key to sales success. But it turns out that's only half the story. It's not justthat you challenge but who you challenge that really matters. To win today, you need a Challengerinside the customer organizationa mobilizer....

    $25.23 $28.95
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  • The Challenger Sale by Matthew Dixon
    The Challenger Sale (English, Hardback) Matthew Dixon, Brent Adamson

    Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, this title argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.

    $25.19 $28.95
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  • The Challenger Sale by Matthew Dixon
    The Challenger Sale (German, Hardback) Matthew Dixon, Brent Adamson

    Wie fädelt man heute Deals ein und zieht große Fische an Land? Wie entwickelt und gestaltet man erfolgreiche Geschäftsbeziehungen? Einfach die Kunden mit herkömmlichen Mitteln an sich zu binden, das reicht hierfür nicht mehr. Dazu ist der Wettbewerb zu groß, die Kunden der üblichen Ansprache überdrüssig, und deren Ansprüche inzwischen auch zu groß und komplex. ...

    $52.35
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  • The Challenger Customer by Brent Adamson
    The Challenger Customer (English, CD-Audio) Brent Adamson, Matthew Dixon

    Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge....

    $31.42 $40.00
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  • The Challenger Sale by Brent Adamson
    The Challenger Sale (English, CD-Audio) Brent Adamson, Matthew Dixon

    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.

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