{"product_id":"the-challenger-sale-matthew-dixon","title":"The Challenger Sale (Matthew Dixon)","description":"\u003cdiv\u003e\u003cp\u003e\u003cb\u003eTHE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD \u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eWhat's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eThe need to understand what top-performing reps are doing that their average performing colleagues are not is what drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board, to investigate the skills, behaviours, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.\u003cbr\u003e\u003cbr\u003eBased on an exhaustive study of thousands of sales reps across multiple industries and geographies, \u003ci\u003eThe Challenger Sale\u003c\/i\u003e 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.\u003cbr\u003e\u003cbr\u003e'Read it, think about it, implement it. You, and your organization, will be glad you did'\u003cbr\u003e\u003cb\u003eProfessor Neil Rackham, author of SPIN Selling\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003ci\u003e'The Challenger Sale \u003c\/i\u003ebreaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery'\u003cbr\u003e\u003cb\u003eDan James, former chief sales officer, DuPont\u003c\/b\u003e\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, 240 Seiten\u003c\/div\u003e","brand":"Weltbild.ch: Bücher \u0026 Outlet","offers":[{"title":"Default Title","offer_id":65810092917085,"sku":"K051539682","price":18.7,"currency_code":"CHF","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0911\/8915\/0045\/files\/5153968200001A.jpg?v=1788513084","url":"https:\/\/weltbild.ch\/products\/the-challenger-sale-matthew-dixon","provider":"Weltbild.ch Bücher \u0026 Outlet","version":"1.0","type":"link"}