01839cam a2200409 i 4500 18968024 MWNLS 20160617103920.0 160208t20152015nyua 001 0 eng d 2015452770 9781591848158 (hbk.) 1591848156 (hbk.) 9781101980408 (pbk.) 1101980400 (pbk.) (OCoLC)ocn900623906 YDXCP eng YDXCP rda BTCTA HBP CGP OQX OCLCF CDX BDX MNW SINLB DLC lccopycat HF5438.4 .A325 2015 658.85 23 Adamson, Brent, author. 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. Sales management. 24485 Selling. 51 Customer relations. 6404 Customer relations. fast 6404 Sales management. fast 24485 Selling. fast 51 Dixon, Matthew, 1972- author. Spenner, Pat, author. Toman, Nick, author. 7 cbc copycat 2 ncip 20 y-gencatlg ddc BK 22926 22926 0 0 ddc 0 0 NFIC HQ HQ GEN 2016-06-17 Book Aid International 15000.00 3 658.85 ADA 0095910 2017-08-10 00:00:00 2017-07-31 22500.00 2016-06-17 BK