TY  - BOOK
AU  - Adamson,Brent
AU  - Dixon,Matthew
AU  - Spenner,Pat
AU  - Toman,Nick
TI  - The challenger customer: selling to the hidden influencer who can multiply your results 
SN  - 9781591848158 (hbk.)
AV  - HF5438.4 .A325 2015
U1  - 658.85 23
KW  - Sales management
KW  - Selling
KW  - Customer relations
KW  - fast
N1  - 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
ER  -