The challenger sale : how to take control of the customer conversation /
By: Dixon, Matthew.
Contributor(s): Adamson, Brent [author].
Publisher: London : Portfolio Penguin, 2013Description: xvi, 221 pages : illustrations ; 26 cm.Content type: text | text | still image Media type: unmediated | unmediated Carrier type: volume | volumeISBN: 9780670922857; 9780670922857:; 0670922854.Subject(s): Selling | Customer relationsDDC classification: 658.85 DIXItem type | Current library | Call number | Status | Date due | Barcode | Item holds |
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ATU Sligo Yeats Library Main Lending Collection | 658.85 DIX (Browse shelf(Opens below)) | Available | 0062868 |
Includes index.
A surprising look into the future -- The evolving journey of solution selling -- The challenger (part 1): A new model for high performance -- The challenger (part 2): Exporting the model to the core -- Teaching for differentiation (part 1): Why insight matters -- Teaching for differentiation (part 2): How to build to insight-led conversations -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters -- Challenging beyond sales.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, 'The Challenger Sale' argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.