THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD
Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them!
What'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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.
Their conclusion? The best salespeople don't just build relationships with customers. They challenge them.
Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.
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'If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!' Amazon Reader Review
'Read it, think about it, implement it. You, and your organization, will be glad you did' Professor Neil Rackham, author of SPIN Selling
| ISBN: | 9780670922857 |
| Publication date: | 7th February 2013 |
| Author: | Matthew Dixon, Brent Adamson |
| Publisher: | Portfolio Penguin an imprint of Penguin Books Ltd |
| Format: | Paperback |
| Pagination: | 240 pages |
| Genres: |
Sales and marketing management Advertising Brands and branding Online marketing / Social media marketing Direct marketing / telemarketing Market research Public relations Customer services Operational research Advice on careers and achieving success Entrepreneurship / Start-ups |