Matthew Dixon , Brent Adamson, Pat Spenner,
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
- ISBN 13:
- 9780241196564
- author:
- Matthew Dixon , Brent Adamson, Pat Spenner,
- format:
- Paperback
- publisher:
- Portfolio Penguin
- language:
- English
- Publication Year:
- 2015
- Pages:
- 288
- Dimensions:
- 15.3 x 2 x 23.4 cm
- Genre:
- Business, Finance & Law, Management, Call Centre Management
- Condition:
- New
- Availability:
- Item usually sent within 7 working days
Description
The Challenger Customer: A Handbook for Mobilizing Hidden Influencers in Business. In a surprising twist on traditional sales approaches, research has shown that high-performing teams don't focus on easy-to-engage customers. Instead, they target those who are sceptical and less interested in meeting - the 'challenger' customer. These individuals have the credibility and persuasive skill to challenge the status quo, making them more likely to secure deals. By understanding how to identify and work with these mobilizers, businesses can equip them with the tools to effectively challenge their own organizations on behalf of the company. This groundbreaking book provides a blueprint for making sales a repeat success story.
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