The
challenger customer
selling to the hidden influencer who can multiply your results
Adamson, Brent
creator
author.
Dixon, Matthew
1972-
author.
Spenner, Pat
author.
Toman, Nick
author.
text
nyu
2015
2015
monographic
eng
xiii, 268 pages : illustrations ; 24 cm
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.
Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman.
Includes index.
Sales management
Selling
Customer relations
Customer relations
Sales management
Selling
HF5438.4 .A325 2015
658.85
9781591848158 (hbk.)
1591848156 (hbk.)
9781101980408 (pbk.)
1101980400 (pbk.)
2015452770
YDXCP
160208
20160617103920.0
18968024
eng