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The Challenger Sale: Taking Control of the Customer Conversation - GOOD
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eBay item number:254517913548
Item specifics
- Condition
- Brand
- Unbranded
- MPN
- Does not apply
- ISBN
- 1591844355
- Book Title
- Challenger Sale : Taking Control of the Customer Conversation
- Item Length
- 9.3in
- Publisher
- Penguin Publishing Group
- Publication Year
- 2011
- Format
- Hardcover
- Language
- English
- Item Height
- 0.9in
- Genre
- Business & Economics
- Topic
- Sales & Selling / Management, Customer Relations, Organizational Behavior, Sales & Selling / General
- Item Width
- 6.2in
- Item Weight
- 14.4 Oz
- Number of Pages
- 240 Pages
About this product
Product Information
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Product Identifiers
Publisher
Penguin Publishing Group
ISBN-10
1591844355
ISBN-13
9781591844358
eBay Product ID (ePID)
127436703
Product Key Features
Book Title
Challenger Sale : Taking Control of the Customer Conversation
Format
Hardcover
Language
English
Topic
Sales & Selling / Management, Customer Relations, Organizational Behavior, Sales & Selling / General
Publication Year
2011
Genre
Business & Economics
Number of Pages
240 Pages
Dimensions
Item Length
9.3in
Item Height
0.9in
Item Width
6.2in
Item Weight
14.4 Oz
Additional Product Features
Lc Classification Number
Hf5438.4.D59 2011
Grade from
Twelfth Grade
Reviews
"The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did." --Professor Neil Rackham, author of SPIN Selling, from the foreword "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery." --Dan James, former chief sales officer, DuPont "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed--and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." --Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing "Groundbreaking, timely, and disciplined research--presented in a way that is both intuitive and completely actionable--that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." --Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." --Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." --Tom Meek, vice president, sales, Henkel Adhesives Technologies, Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment., "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed- and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing, "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." Tom Meek, vice president, sales, Henkel Adhesives Technologies, The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer., There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read., "The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did." --Professor Neil Rackham, author of SPIN Selling, from the foreword "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery." --Dan James, former chief sales officer, DuPont "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed--and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." --Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing "Groundbreaking, timely, and disciplined research--presented in a way that is both intuitive and completely actionable--that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." --Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." --Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." --Tom Meek, vice president, sales, Henkel Adhesives Technologies, "The most important advance in selling for many years." -Neil Rackham, author of SPIN Selling "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery." -Dan James, former chief sales officer, DuPont "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed- and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." -Ken Ravenaugh, vice president, sales operations, Oakwood Temporary Housing "Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." -Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." -Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." -Tom Meek, vice president, sales, Henkel Adhesives Technologies, This is a must-read book for every sales professional. The authors'' groundbreaking research explains how the rules for selling have changed- and what to do about it. If you don''t want to be left behind, don''t miss this innovative book that provides the new formula for selling success., "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery." Dan James, former chief sales officer, DuPont, "Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Fo, The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery., "The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did." -Professor Neil Rackham, author of SPIN Selling, from the foreword "The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery." -Dan James, former chief sales officer, DuPont "This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed-and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success." -Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing "Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment." -Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." -Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals "There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read." -Tom Meek, vice president, sales, Henkel Adhesives Technologies, " The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer." Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals
Copyright Date
2011
Lccn
2011-026907
Dewey Decimal
658.85
Intended Audience
Trade
Dewey Edition
23
Item description from the seller
Seller assumes all responsibility for this listing.
eBay item number:254517913548
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Item location:
Montgomery, Illinois, United States
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Canada, Mexico, United States
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Africa, Asia, Barbados, Bermuda, Central America and Caribbean, Europe, French Guiana, French Polynesia, Greenland, Guadeloupe, Libya, Martinique, Middle East, New Caledonia, Oceania, Reunion, Russian Federation, Saint Pierre and Miquelon, South America, Southeast Asia, Ukraine, Venezuela
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| US $10.95 | US $10.95 | United States | Expedited Shipping (FedEx 2Day®) | Estimated between Wed, May 29 and Thu, May 30 to 43230 |
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u***u (43)- Feedback left by buyer.
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Nowhere near good condition - dust jacket is torn multiple areas, misc paperwork jammed in middle of book, writing in several sections of book, massive amount of ballpoint underlining as well. Seller is not responding to my inquiries. I should have read more of the recent reviews before buying. Seems like a trending issue w/ this seller.
u***2 (491)- Feedback left by buyer.
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very good condition thanks for the quick shipping
n***o (832)- Feedback left by buyer.
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Nice item. Quick shipping. AAA +++
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🏆 SUPER STAR 🤩 AMAZING PHOTOS 🎯 ACCURATE DESCRIPTION ✏️ GENUINE PRODUCTS 💎 HIGH QUALITY 🍯 SUPER PRICES 💰 EASY TO WORK WITH 🍰 ECONOMY HANDLING ⏱️ FAST SHIPPING 🚀 BUBBLE PACKAGE 📦 ARRIVED WITHIN DAYS 🌎 EXCEPTIONAL COMMUNICATION 🎙️ OUTSTANDING CUSTOMER SERVICE 🛎️ GREAT SENSE OF HUMOR 🍿 TOTAL ASSET TO THE EBAY-ECO SYSTEM 🥇 SAVED SELLER 🎱 PROMT REPLY FOR RETURNS 🎯 WOULD BUY FROM AGAIN 🧲 UNDER PROMISES OVER DELIVERS ⛳️ MADE ME VERY HAPPY 🌈 LEFT POSITIVE FEEDBACK 🌼 THANK YOU! 😇 A+++
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🏆 SUPER STAR 🤩 AMAZING PHOTOS 🎯 ACCURATE DESCRIPTION ✏️ GENUINE PRODUCTS 💎 HIGH QUALITY 🍯 SUPER PRICES 💰 EASY TO WORK WITH 🍰 ECONOMY HANDLING ⏱️ FAST SHIPPING 🚀 BUBBLE PACKAGE 📦 ARRIVED WITHIN DAYS 🌎 EXCEPTIONAL COMMUNICATION 🎙️ OUTSTANDING CUSTOMER SERVICE 🛎️ GREAT SENSE OF HUMOR 🍿 TOTAL ASSET TO THE EBAY-ECO SYSTEM 🥇 SAVED SELLER 🎱 PROMT REPLY FOR RETURNS 🎯 WOULD BUY FROM AGAIN 🧲 UNDER PROMISES OVER DELIVERS ⛳️ MADE ME VERY HAPPY 🌈 LEFT POSITIVE FEEDBACK 🌼 THANK YOU! 😇 A+++
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This item didn’t come in exactly as pictured, but the seller responded immediately and was very gracious in offering me a partial refund even bough I wasn’t expecting one for what I paid for the item. I have bought from this seller before, and they are reputable and stand behind the products they sell. My other transactions with them have been perfect. Great communication. Packaging and price were good. Fairly fast shipping, too. Thanks.
Product ratings and reviews
Most relevant reviews
- Oct 23, 2018Top favorable review
If you love sales, you'll like this book
Verified purchase: YesCondition: Pre-OwnedSold by: second.sale
- Nov 27, 2019
If you’re in corporate sales, it’s a good book.
Verified purchase: YesCondition: Pre-OwnedSold by: goodwillminnesota
- Jul 25, 2021
Great book for sales people
Verified purchase: YesCondition: Pre-OwnedSold by: second.sale
- Jul 12, 2019
Great book!
Verified purchase: YesCondition: Pre-OwnedSold by: thrift.books
- Feb 10, 2020
On point
Verified purchase: YesCondition: Pre-OwnedSold by: thrift.books
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