The Challenger Customer Luisterboek Tooltip Selling to the Hidden Influencer Who Can Multiply Your Results

Afbeeldingen

Artikel vergelijken

  • Engels
  • Digitaal luisterboek
  • 9780698411883
  • 08 september 2015
  • Speelduur: 08:40:46 minuten
  • 400##
Alle productspecificaties
  • Luisterboeken kunnen beluisterd worden in de bol.com Kobo app. Na synchronisatie zijn ze te vinden. Let op! Je kunt luisterboeken niet annuleren of retourneren.

Brent Adamson

Brent Adamson coauthor of 'The Challenger Sale', is a principal executive advisor in the sales and marketing practice at CEB.

Samenvatting

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge.

Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need.

Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be?

The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.

It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers.

The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Tracklist

Productspecificaties

Inhoud

Taal
en
Bindwijze
Digitaal luisterboek
Oorspronkelijke releasedatum
08 september 2015
Speelduur
08:40:46
Ebook Formaat
400##
Illustraties
Nee

Betrokkenen

Hoofdauteur
Brent Adamson
Tweede Auteur
Matthew Dixon
Co Auteur
Pat Spenner
Hoofduitgeverij
Penguin Audio

Overige kenmerken

Studieboek
Ja

EAN

EAN
9780698411883

Je vindt dit artikel in

Taal
Engels
Boek, ebook of luisterboek?
Luisterboek
Beschikbaarheid
Leverbaar
Studieboek of algemeen
Studieboeken
Nog geen reviews

Prijsinformatie en bestellen

De prijs van dit product is 19 euro en 99 cent.
Direct beschikbaar
Verkoop door bol
Luisterboek
  • Kies uit meer dan 100.000 Nederlands- en Engelstalige luisterboeken
  • Download de speciale bol Kobo app
  • Luister je boek waar en wanneer je maar wilt – online en offline
  • Dag en nacht klantenservice
  • Veilig betalen
Houd er rekening mee dat je downloadartikelen niet kunt annuleren of retourneren. Bij nog niet verschenen producten kun je tot de verschijningsdatum annuleren.
Zie ook de retourvoorwaarden

Lijst met gekozen artikelen om te vergelijken

Vergelijk artikelen