{"product_id":"the-challenger-customer-matthew-dixon","title":"The Challenger Customer (Matthew Dixon)","description":"\u003cdiv\u003e\u003cp\u003e\u003cb\u003eFrom the authors of the internationally-bestselling business classic \u003ci\u003eThe Challenger Sale\u003c\/i\u003e\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e'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 \u003ci\u003eTo Sell is Human \u003c\/i\u003eand \u003ci\u003eDrive\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003e\u003ci\u003e---------------------------------------------------------------\u003c\/i\u003e\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eIn \u003ci\u003eThe Challenger Sale, \u003c\/i\u003eMatthew Dixon and Brent Adamson 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.\u003cbr\u003e\u003cbr\u003eChallenger customers are sceptical, less interested in meeting and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and 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.\u003cbr\u003e\u003cbr\u003eBased on new research from thousands of B2B marketers, sellers and buyers around the world, \u003ci\u003eThe Challenger Customer \u003c\/i\u003eshows 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.\u003cbr\u003e\u003cbr\u003e\u003ci\u003eThe Challenger Sale\u003c\/i\u003e, Amazon bestseller, Sales \u0026amp; Selling, January 2024\u003c\/p\u003e\u003c\/div\u003e\u003ch4\u003eAutorenportrait\u003c\/h4\u003e\u003cdiv\u003e\u003cp\u003e\u003cb\u003eBRENT ADAMSON \u003c\/b\u003eis a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of \u003ci\u003eThe Challenger Sale\u003c\/i\u003e and a frequent contributor to the \u003ci\u003eHarvard Business Review\u003c\/i\u003e. \u003cbr\u003e\u003cbr\u003e\u003cb\u003eMATTHEW DIXON\u003c\/b\u003e is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both \u003ci\u003eThe Challenger Sale\u003c\/i\u003e and \u003ci\u003eThe Effortless Experience \u003c\/i\u003eand is a frequent contributor to the \u003ci\u003eHarvard Business Review.\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003ePAT SPENNER\u003c\/b\u003e is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to \u003ci\u003eForbes \u003c\/i\u003eand the \u003ci\u003eHarvard Business Review.\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eNICK TOMAN\u003c\/b\u003e is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of \u003ci\u003eThe Effortless Experience \u003c\/i\u003eand is a frequent contributor to the \u003ci\u003eHarvard Business Review\u003c\/i\u003e. \u003cbr\u003e\u003cbr\u003e\u003cb\u003eCEB\u003c\/b\u003e 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.\u003c\/p\u003e\u003c\/div\u003e\u003ch4\u003eWeitere Angaben\u003c\/h4\u003e\u003cdiv\u003eBuch (Paperback), Trade paperback (UK), Englisch, 288 Seiten\u003c\/div\u003e","brand":"Weltbild.ch: Bücher \u0026 Outlet","offers":[{"title":"Default Title","offer_id":65904239149405,"sku":"K051665711","price":18.7,"currency_code":"CHF","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0911\/8915\/0045\/files\/5166571100001A.jpg?v=1789230679","url":"https:\/\/weltbild.ch\/products\/the-challenger-customer-matthew-dixon","provider":"Weltbild.ch Bücher \u0026 Outlet","version":"1.0","type":"link"}