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The challenger customer : selling to the hidden influencer who can multiply your results / Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman.

By: Contributor(s): Material type: TextDescription: xiii, 268 pages : illustrations ; 24 cmISBN:
  • 9781591848158 (hbk.)
  • 1591848156 (hbk.)
  • 9781101980408 (pbk.)
  • 1101980400 (pbk.)
Subject(s): DDC classification:
  • 658.85 23
LOC classification:
  • HF5438.4 .A325 2015
Contents:
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.
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Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Books Headquarters Lending Library General Collection NFIC 658.85 ADA (Browse shelf(Opens below)) Available 0095910

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.

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