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Matthew Dixon

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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.

    $16.25 $24.09
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  • The Effortless Experience by Matthew Dixon
    The Effortless Experience (Paperback) Matthew Dixon, Nicholas Toman

    Conventional Wisdom holds that to increase loyalty, companies must "delight" customers by exceeding service expectations. But no matter how exciting special deals may be, the "dazzle factor" does not solve customer problems.This book presents a breakthrough idea about how to win customer loyalty.

    $17.39 $20.63
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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....

    $26.30 $28.95
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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.

    $26.60 $29.98
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  • The Effortless Experience by Rick Delisi
    The Effortless Experience (English, CD-Audio) Rick Delisi, Matthew Dixon

    From the author of the acclaimed Wall Street Journal bestseller The Challenger Sale Conventional wisdom holds that to increase loyalty, companies must ?delight? customers by exceeding service expectations. Some focus on dazzling them at the cost of neglecting to solve basic service problems-a big strategic mistake. Through extensive research and surveys, the authors have concluded that loyalty has much more to do with how well a company delivers on its basic promises than on how dazzling its service experience might be. The authors prove that delighting customers doesn't build loyalty, and they show how acting on this insight can help improve service, reduce costs, and decrease customer churn. By employing practical tactics-such as teaching reps not just to resolve customer issues but also to ?forward resolve? common issues-companies will be better able to focus on delivering a nearly effortless experience. That will lead directly to the improvements in customer loyalty they had been aiming for all along.

    $29.19
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  • Death by Gold by MR Nick Andrews
    Death by Gold (English, Paperback) MR Nick Andrews, MR Matthew Dixon

    After Rick Travis, his son, Mike, and shipmate Yorgo arrive in Gibraltar on their broken-down yacht, they meet Jasper Wells. A retired American soldier who lives on an old power boat on the sea, he tells Mike the story of lost Spanish gold, a tale that begins before the Spanish Civil War and ends after World War II. Information Jasper learned at the American military attaché office in Madrid...

    $18.81
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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 Effortless Experience by Matthew Dixon
    The Effortless Experience (English, Hardback) Matthew Dixon, Nick Toman

    Describes how many companies erroneously believe that customer loyalty is won by dazzling them, but that research and surveys show that loyalty is based on delivering on basic promises and offers insights for companies to use to improve brand loyalty.

    $25.84 $29.95
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  • El Vendedor Desafiante by Matthew Dixon
    El Vendedor Desafiante (Multiple languages, Paperback) Matthew Dixon Currently Unavailable More details
  • 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. ...

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  • The Formula by James Thomson M a
    The Formula (English, Paperback) James Thomson M a, Matthew Dixon Currently Unavailable More details
  • 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....

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  • Aging Aircraft Repair-Replacement Decisions with Depot-Level Capacity as a Policy Choice Variable by Edward G. Keating
    Aging Aircraft Repair-Replacement Decisions with Depot-Level Capacity as a Policy Choice Variable (English, Paperback) Edward G. Keating, Don Snyder

    When is it more cost efficient to replace an aircraft rather than continue to maintain it?

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  • The Maintenance Costs of Aging Aircraft by Matthew Dixon
    The Maintenance Costs of Aging Aircraft (English, Paperback) Matthew Dixon

    Examines patterns in commercial aircraft maintenance costs as aircraft grow older to produce lessons about aging aircraft that may be relevant to the Air Force.

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  • The Curse of Rataal by Matthew Dixon
    The Curse of Rataal (English, Paperback) Matthew Dixon

    On the island of Santorini, a team of archaeologists uncover a find that could change the world's understanding of history. Across the globe in Australia, two detectives struggle to solve a mysterious murder only to find that it is part of a far darker conspiracy. The sunshine of the Gold Coast is darkened by a fierce storm as a group of teenagers fight to survive an attack by strange mythical...

    $28.08
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