the challenger customer

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The Challenger Customer
Author :
Publisher : Portfolio
Release Date :
ISBN 10 : 1591848156
Pages : 268 pages
Rating : /5 ( users)
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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. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that's the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That's simply human nature; it's much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research--based on data from thousands of B2B marketers, sellers, and buyers around the world--the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don't: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to get an individual stakeholder to agree to a solution. More often it's that the stakeholders inside the company can't even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

The Challenger Customer

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. Picture your ideal

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The Challenger Sale

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

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The Effortless Experience

Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales.

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The Challenger Customer

Happy customers are repeat customers. In Customer Success for C# Developers, author Ed Freitas frames software developers as an essential part of providing exemplary customer service, whether they're part of helpdesk staff or experienced team leaders. By looking at how traditional helpdesks are oriented and the resulting behaviors, Freitas proposes

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New Sales  Simplified

Close more deals every day. Each page of this sales essential is packed with examples, anecdotes, and proven formulas to do exactly that. Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from

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SUMMARY  The Challenger Sale  Taking Control of the Customer Conversation  BY Matthew Dixon   Brent Asamson   The MW Summary Guide

An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but

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Eating the Big Fish

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How to Sell Anything to Anybody

"The world's greatest salesman" reveals the spectacular selling principles that have brought him to the top of his profession as he offers helpful advice on how to develop customer profiles, how to turn a prospect into a buyer, how to close the deal, and how to establish a long-term relationship

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Sales Management  Simplified

Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Every day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is

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The biggest mistake you're making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down. Slow Down, Sell Faster! shows you how to stop jumping the gun and work with your

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The Voyage of the Challenger

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Academy Award-winning filmmaker and former private detective Errol Morris examines the nature of evidence and proof in the infamous Jeffrey MacDonald murder case Early on the morning of February 17, 1970, in Fort Bragg, North Carolina, Jeffrey MacDonald, a Green Beret doctor, called the police for help. When the officers arrived at

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Gap Selling

People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the

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The Challenger Sale    in 30 Minutes   The Expert Guide to Matthew Dixon and Brent Adamson  39 s Critically Acclaimed Book

Download or read online The Challenger Sale in 30 Minutes The Expert Guide to Matthew Dixon and Brent Adamson 39 s Critically Acclaimed Book written by Anonim, published by Callisto Media Inc which was released on 2013. Get The Challenger Sale in 30 Minutes The Expert Guide to Matthew Dixon and Brent Adamson 39 s

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