The Challenger Customer
Selling to the Hidden Influencer Who Can Multiply Your Results
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The Challenger Customer
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Narrado por:
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Steve Kramer
Acerca de esta escucha
The Challenger Sale team are back, and this time they reveal something even more game changing: the highest-performing sales teams don't focus on friendly, attentive customers. They target challenger customers.
Challenger customers are sceptical, less interested in meeting and indifferent. But they also have the persuasive skill and will to challenge their own organisations on your behalf and get the deal to the finish line.
Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these mobilisers and equip them with the tools they need to champion the deal until it's completed. It is your essential blueprint to making the deal again and again.
©2016 Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman (P)2016 Penguin AudioLos oyentes también disfrutaron...
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Lo que los oyentes dicen sobre The Challenger Customer
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total4 out of 5 stars
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Ejecución4 out of 5 stars
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Historia4 out of 5 stars
- Anonymous User
- 02-21-19
Interesting reframe
Well researched, good content, delivered in a considered way. Also good use of case studies to land key points practically.
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