The Challenger Sale PDF ePub eBook

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The Challenger Sale free pdf

The best sales people don't build customers-they challenge them.

Based on a quantitative study of more than 6,000 sales reps in multiple industries and geographies, "The Challenger Sale" argues that classic relationship building isn't enough, especially when it comes to selling complex, large-scale solutions.

It turns out every sales rep in the world falls into one of five distinct profiles: the hard worker, the problem solver, the challenger, the relationship builder, and the lone wolf. While most of these reps can deliver average sales performance, only one-the challenger- consistently outperforms the others.

The authors' research shows that customers will reward suppliers who can deliver a new perspective during the sales process and reframe their expectations. The book explains how to deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

About Matthew Dixon

Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.

Details Book

Author : Matthew Dixon
Publisher : Portfolio
Data Published : 01 November 2011
ISBN : 1591844355
EAN : 9781591844358
Format Book : PDF, Epub, DOCx, TXT
Number of Pages : 240 pages
Age + : 15 years
Language : English
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  • The Challenger Sale free pdfThe Challenger Sale

    Download Free ePub Books.

    The best sales people don't build customers-they challenge them.

    Based on a quantitative study of more than 6,000 sales reps in multiple industries and geographies, "T