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The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by [Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman]
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The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Kindle Edition

4.5 out of 5 stars 126 ratings

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Length: 264 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled Language: English Grade Level: 12 and up
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About the Author

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.

BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor ofThe 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 bothThe Challenger Sale and The Effortless Experience and is a frequent contributor to theHarvard Business Review.
PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor toForbes and the Harvard Business Review.
NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor ofThe 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. --This text refers to an out of print or unavailable edition of this title.

From the Back Cover

'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 agnostic as to who wins the deal. But they also have the credibility, persuasive skilland 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

--This text refers to an alternate kindle_edition edition.

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4.5 out of 5 stars
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126 customer ratings
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Paul Roberts, New Oxford Consulting
4.0 out of 5 stars A great read for Challenger fans
Reviewed in the United Kingdom on 15 October 2015
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Dave Sibley
5.0 out of 5 stars Great Book
Reviewed in the United Kingdom on 3 September 2015
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Darren
4.0 out of 5 stars Great book In creating insights for your customers development
Reviewed in the United Kingdom on 23 April 2020
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Karl B
5.0 out of 5 stars Recommend for novices and experienced sales professionals.
Reviewed in the United Kingdom on 8 April 2016
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Dave Lester
4.0 out of 5 stars Four Stars
Reviewed in the United Kingdom on 23 June 2018
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Mr Peter Bambridge
4.0 out of 5 stars Four Stars
Reviewed in the United Kingdom on 22 May 2016
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Robin Pockett
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on 1 November 2015
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lesefreude
3.0 out of 5 stars Herausforderungen im B2B Marketing & Sales
Reviewed in Germany on 28 May 2018
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lualpa
4.0 out of 5 stars Good read
Reviewed in Spain on 5 February 2018
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mikew
5.0 out of 5 stars Great book
Reviewed in Canada on 1 June 2019
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Max
5.0 out of 5 stars Great sales book for complex sales
Reviewed in Canada on 28 July 2019
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Valerio Bianchi
5.0 out of 5 stars A book every sales guy should have near the bed
Reviewed in Italy on 1 June 2016
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Iran Balderas
4.0 out of 5 stars Hard cover comes in blue
Reviewed in Mexico on 25 August 2019
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Bobby R
5.0 out of 5 stars Five Stars
Reviewed in Canada on 10 February 2018
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Reviewed in Canada on 28 February 2018
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