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

4.2 out of 5 stars 20 customer reviews

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Length: 266 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Review

"I love it. This book will set the tone for years of work to come. The CEB team has just added the HOW to the WHAT that we have all been searching for since we launched into the Challenger journey. Helping your clients make buying decisions and then moving them to action, in your direction, is the HOW in this book that makes the biggest difference of all."
--MITCH LITTLE, vice president, worldwide sales and applications, Microchip Technology Inc.

"There is no sale more misunderstood (and expensively misunderstood) than the B2B sale. Here, in black and white, is an essential new way to think about it."
--SETH GODIN, author, Linchpin

"The Challenger Customer lays out a blueprint for how sales and marketing departments must rethink their approach to winning more business. What worked in the past is clearly having diminishing returns today, and will likely lead to failure in the future."
--JOHN GRAFF, vice president, corporate marketing, National Instruments

"The authors of The Challenger Customer have done high-quality and in-depth research that maps out the road ahead for marketers. The result is 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

"This book provides evidence-based insights and practical guidance for solving one of today's most pressing commercial challenges: complex decision making within customer organizations. It clearly shows what distinguishes the best sellers and marketing organizations from the rest."
--PINDER SAHOTA, general manager, Smith & Nephew

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Product details

  • Format: Kindle Edition
  • File Size: 17064 KB
  • Print Length: 266 pages
  • Page Numbers Source ISBN: 1591848156
  • Publisher: Penguin (3 Sept. 2015)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B013U41916
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Enhanced Typesetting: Enabled
  • Average Customer Review: 4.2 out of 5 stars 20 customer reviews
  • Amazon Bestsellers Rank: #79,811 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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4.2 out of 5 stars

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