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. $0.99, good condition, Sold by Goodwill of Greater Milwaukee rated 5.0 out of 5 stars, ships from Milwaukee, WI, UNITED STATES, published 2011 by Portfolio.
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The cover has visible markings and wear. There is a crease or fold on the cover. The dust jacket is in rough shape shows significant wear. The pages show normal wear and tear. The item is in Good Condition shows normal wear and tear. Codes or product keys that accompany this product may not be valid. Fast Shipping in a Standard Poly Mailer!
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, good condition, Sold by Greenworld Books rated 5.0 out of 5 stars, ships from Arlington, TX, UNITED STATES, published 2011 by Portfolio.
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Good condition book with a firm cover and clean readable pages. Shows normal use including some light wear or limited notes highlighting yet remains a dependable copy overall. Supplemental items like CDs or access codes may not be included.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, fair condition, Sold by Goodwill of Greater Milwaukee rated 5.0 out of 5 stars, ships from Milwaukee, WI, UNITED STATES, published 2011 by Portfolio.
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Fair. The cover has visible markings and wear. The dust jacket shows normal wear and tear. The pages show normal wear and tear. The book has pages that are folded or dog eared at the corners. Codes or product keys that accompany this product may not be valid. Fast Shipping in a Standard Poly Mailer!
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.23, good condition, Sold by Goodwill of Colorado rated 5.0 out of 5 stars, ships from COLORADO SPRINGS, CO, UNITED STATES, published 2011 by Portfolio.
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Good. All pages and cover are intact. Dust jacket included if applicable though it may be missing on hardcover editions. Spine and cover may show minor signs of wear including scuff marks curls or bends to corners as well as cosmetic blemishes including stickers. Pages may contain limited notes or highlighting. From the library of labels may be present. Shrink wrap dust covers or boxed set packaging may be missing. Bundled media e.g. CDs DVDs access codes may not be included.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.48, good condition, Sold by Gulf Coast Books rated 5.0 out of 5 stars, ships from Cypress, TX, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.48, good condition, Sold by Your Online Bookstore rated 5.0 out of 5 stars, ships from Houston, TX, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.48, good condition, Sold by Orion Tech rated 5.0 out of 5 stars, ships from Arlington, TX, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.48, fair condition, Sold by Gulf Coast Books rated 5.0 out of 5 stars, ships from Cypress, TX, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.48, fair condition, Sold by Your Online Bookstore rated 5.0 out of 5 stars, ships from Houston, TX, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $1.48, good condition, Sold by OnlineGoodwill rated 4.0 out of 5 stars, ships from Nashville, TN, UNITED STATES, published 2011 by Portfolio.
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Good. A copy that has been read, but remains in clean condition. All pages are solid. the cover is intact, but may show scuffs or light creases, as well as a possible rolled corner. The spine may show signs of wear. Pages may include limited notes and highlighting, The former owner may have written their name inside the front or back cover. COVER WILL VARY.
