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The challenger customer: selling to the hidden influencer who can multiply your results
The challenger customer: selling to the hidden influencer who can multiply your results
Author
Adamson, Brent
Publisher
Portfolio/Penguin
Publication Date
[2015]
Language
English
Book
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NoveList
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Table of Contents
From the Book
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.
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Subjects
Subjects
Customer relations
Sales management
Selling
More Details
Contributors
Dixon, Matthew,1972-
author
Spenner, Pat
author
Toman, Nick
author
ISBN
9781591848158
9781101980408
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