The challenger customer :
Adamson, Brent,
The challenger customer : selling to the hidden influencer who can multiply your results / Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman. - xiii, 268 pages : illustrations ; 24 cm
Includes index.
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus creation -- Making collective learning happen -- Shifting to a challenger commercial model: implications and implementation lessons.
9781591848158 (hbk.) 1591848156 (hbk.) 9781101980408 (pbk.) 1101980400 (pbk.)
2015452770
Sales management.
Selling.
Customer relations.
Customer relations.
Sales management.
Selling.
HF5438.4 / .A325 2015
658.85
The challenger customer : selling to the hidden influencer who can multiply your results / Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman. - xiii, 268 pages : illustrations ; 24 cm
Includes index.
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus creation -- Making collective learning happen -- Shifting to a challenger commercial model: implications and implementation lessons.
9781591848158 (hbk.) 1591848156 (hbk.) 9781101980408 (pbk.) 1101980400 (pbk.)
2015452770
Sales management.
Selling.
Customer relations.
Customer relations.
Sales management.
Selling.
HF5438.4 / .A325 2015
658.85