buchspektrum Internet-Buchhandlung

Neuerscheinungen 2015

Stand: 2020-02-01
Schnellsuche
ISBN/Stichwort/Autor
Herderstraße 10
10625 Berlin
Tel.: 030 315 714 16
Fax 030 315 714 14
info@buchspektrum.de

Brent Adamson, Matthew Dixon, Pat Spenner (Beteiligte)

The Challenger Customer


Selling to the Hidden Influencer Who Can Multiply Your Results
By Dixon, Matthew; Adamson, Brent; Spenner, Pat et al.
2015. 288 S. 234 mm
Verlag/Jahr: PENGUIN UK; PORTFOLIO PENGUIN 2015
ISBN: 0-241-19656-6 (0241196566)
Neue ISBN: 978-0-241-19656-4 (9780241196564)

Preis und Lieferzeit: Bitte klicken


The long-awaited sequel to the bestselling sales classic The Challenger Sale

´A handbook of practices that will help you get into your customers´ heads, deliver good value, and win the sale´ DANIEL H. PINK, author of To Sell is Human and Drive

Four years ago, the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don´t focus on friendly, attentive customers. Instead, they target challenger customers.

Challenger customers are sceptical, less interested in meeting, and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with.

Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these ´mobilizers´ and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again.

thechallengercustomer.co.uk
Dixon, Matthew

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.