The Challenger Customer

Name: The Challenger Customer
SKU: 23046008
Price: 36.00 NZD
Availability: InStock

Selling to the Hidden Influencer Who Can Multiply Your Results

By:

Format:

Paperback / softback

Show Hide Adult Content

$36.00

Available from supplier

Usually ships in 6-8 weeks

0 in Trolley

Price Match

Wrap this item as a gift ($5.90) - add a free gift card on the next page

Free Delivery with Primate

Join Now

Free 14 day free trial, cancel anytime.

Buy Now, Pay Later with:

Afterpay is available on orders $100 to $2000 Learn more

6 weekly interest-free payments of $6.00 with Laybuy Learn more

Availability

Delivering to:

Estimated arrival:

Around 3-15 July using International Courier

Buy together

60% of people buy The Challenger Customer and The Challenger Sale ~ Paperback / softback ~ Matthew Dixon.

The Challenger Customer by Matthew Dixon

Buy together: $79.88

Description

The long-awaited sequel to the bestselling sales classic The Challenger Sale The Challenger Sale team are back and this time they reveal something even more game-changing- the highest-performing sales teams don't focus on friendly, attentive customers. They target challenger customers. Challenger customers are sceptical, less interested in meeting, and indifferent. But they also have the persuasive skill and will to challenge their own organisations on your behalf and get the deal to the finish line. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools they need to champion the deal until it's completed. It is your essential blueprint to making the deal again and again.

Author Biography:

BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review. MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review. PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to Forbes and the Harvard Business Review. NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review. CEB 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.

Release date NZ

September 3rd, 2015

Author

Audiences

Professional & Vocational
Tertiary Education (US: College)

Pages

288

Dimensions

153x234x20

ISBN-13

9780241196564

Product ID

23046008

Customer reviews

Nobody has reviewed this product yet. You could be the first!

Write a Review

Marketplace listings

There are no Marketplace listings available for this product currently.
Already own it? Create a free listing and pay just 9% commission when it sells!

Sell Yours Here