-
The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- Narrado por: Steve Kramer
- Duración: 8 h y 40 m
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Grandes primeros Títulos
![The Challenger Sale Audiolibro Por Matthew Dixon, Brent Adamson arte de portada](https://m.media-amazon.com/images/I/41Zs-2qu8OL._SL240_.jpg)
![The JOLT Effect Audiolibro Por Matthew Dixon, Ted McKenna arte de portada](https://m.media-amazon.com/images/I/513cc3KSKZL._SL240_.jpg)
![Let's Get Real or Let's Not Play Audiolibro Por Mahan Khalsa, Randy Illig, Stephen R. Covey arte de portada](https://m.media-amazon.com/images/I/41Oq+ab3HdL._SL240_.jpg)
![Gap Selling: Getting the Customer to Yes Audiolibro Por Keenan arte de portada](https://m.media-amazon.com/images/I/51PFvnET+jL._SL240_.jpg)
![Atomic Habits Audiolibro Por James Clear arte de portada](https://m.media-amazon.com/images/I/513Y5o-DYtL._SL240_.jpg)
![Summary of Mathew Dixon and Brent Adamson's The Challenger Sale Audiolibro Por Sumoreads arte de portada](https://m.media-amazon.com/images/I/5114UuxQ3rL._SL240_.jpg)
![The Effortless Experience Audiolibro Por Matthew Dixon, Nick Toman, Rick DeLisi arte de portada](https://m.media-amazon.com/images/I/51X1rq-81dL._SL240_.jpg)
![Conversations That Win the Complex Sale Audiolibro Por Erik Peterson, Tim Riesterer arte de portada](https://m.media-amazon.com/images/I/51WA3W0uS-L._SL240_.jpg)
![Never Split the Difference Audiolibro Por Chris Voss arte de portada](https://m.media-amazon.com/images/I/51l4HGsEqyL._SL240_.jpg)
![Building a StoryBrand Audiolibro Por Donald Miller arte de portada](https://m.media-amazon.com/images/I/41ZK9oLxQ4L._SL240_.jpg)
![SPIN Selling Audiolibro Por Neil Rackham arte de portada](https://m.media-amazon.com/images/I/51q17gKcyfS._SL240_.jpg)
![Inspired Audiolibro Por Marty Cagan arte de portada](https://m.media-amazon.com/images/I/41OrmnAM5FL._SL240_.jpg)
![Selling in a Crisis Audiolibro Por Jeb Blount arte de portada](https://m.media-amazon.com/images/I/413A3Ck0c-L._SL240_.jpg)
![Sales EQ Audiolibro Por Jeb Blount arte de portada](https://m.media-amazon.com/images/I/41B6Sp7fxEL._SL240_.jpg)
![New Sales. Simplified. Audiolibro Por Mike Weinberg arte de portada](https://m.media-amazon.com/images/I/51etFudz2jL._SL240_.jpg)
![Competing Against Luck Audiolibro Por Clayton M. Christensen, Taddy Hall arte de portada](https://m.media-amazon.com/images/I/51B73VJDKsL._SL240_.jpg)
![Elite Sales Strategies Audiolibro Por Anthony Iannarino arte de portada](https://m.media-amazon.com/images/I/41Y+te2X7hL._SL240_.jpg)
![Loved Audiolibro Por Martina Lauchengco arte de portada](https://m.media-amazon.com/images/I/41Gvg5yxFFL._SL240_.jpg)
![Sales Management. Simplified Audiolibro Por Mike Weinberg arte de portada](https://m.media-amazon.com/images/I/51zZnKhSp6L._SL240_.jpg)
![To Sell Is Human Audiolibro Por Daniel H. Pink arte de portada](https://m.media-amazon.com/images/I/51QKeKn68fL._SL240_.jpg)
![Contagious Audiolibro Por Jonah Berger arte de portada](https://m.media-amazon.com/images/I/510jnmWPYoL._SL240_.jpg)
![Scaling Up Audiolibro Por Verne Harnish arte de portada](https://m.media-amazon.com/images/I/51uuM4mFaWL._SL240_.jpg)
![The Lean Startup Audiolibro Por Eric Ries arte de portada](https://m.media-amazon.com/images/I/51PAIR77wJL._SL240_.jpg)
![The Only Sales Guide You'll Ever Need Audiolibro Por Anthony Iannarino arte de portada](https://m.media-amazon.com/images/I/51BjxuYg-zL._SL240_.jpg)
![Sell Without Selling Out Audiolibro Por Andy Paul arte de portada](https://m.media-amazon.com/images/I/41pXIy2hgSL._SL240_.jpg)
![Ask Audiolibro Por Ryan Levesque arte de portada](https://m.media-amazon.com/images/I/415f3l76qKL._SL240_.jpg)
![Traction Audiolibro Por Gabriel Weinberg, Justin Mares arte de portada](https://m.media-amazon.com/images/I/511W28qtbmL._SL240_.jpg)
![The Seven Pillars of Customer Success Audiolibro Por Wayne McCulloch arte de portada](https://m.media-amazon.com/images/I/41gn8fF-0kL._SL240_.jpg)
![Crossing the Chasm Audiolibro Por Geoffrey A. Moore arte de portada](https://m.media-amazon.com/images/I/51KK+4scpeL._SL240_.jpg)
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Resumen del Editor
Based on an exhaustive study of hundreds of sales reps and thousands of customers across multiple industries, the authors found that every potential customer contact falls into one of seven distinct profiles. While many are worth talking to, the highest performing reps concentrated their time on a specific few. Most sales reps prefer to approach customers who are open and eager to meet with them, people with clearly articulated needs that make them easy to connect to solutions. The authors call these customers Talkers. The high performers spent their time, instead, with customers who were less eager to meet, generally skeptical and difficult to manage, and much more apt to be agnostic about one supplier over another. They call these customers Mobilizers.
High performers understand what their average-performing colleagues don't: in a world in which complex deals require widespread consensus across a diverse - and typically dysfunctional - set of customer stakeholders, only Mobilizers have the skill and the will to fight for large-scale, disruptive change and, ultimately, help win the deal. Challenger sellers, in other words, target Challenger customers.
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization.
Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
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Narración:
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Historia
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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SPIN selling with more EQ mixed in
- De Amazon Customer en 09-28-19
De: Keenan
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Summary of Mathew Dixon and Brent Adamson's The Challenger Sale
- De: Sumoreads
- Narrado por: Michael London Anglado
- Duración: 27 m
- Versión completa
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General
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Narración:
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Historia
Matthew Dixon and Brent Adamson's insightful book, The Challenger Sale: Taking Control of the Customer Conversation offers the results of their research on thousands of sales reps and the best way to sell. This SUMOREADS Summary & Analysis offers supplementary material to The Challenger Sale to help you distill the key takeaways, review the book's content, and further understand the writing style and overall themes from an editorial perspective. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not this book is for you, SUMOREADS Summary & Analysis is here to help. Absorb everything you need to know in under 20 minutes!
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Possibly Better than the Full Book
- De Spence en 05-24-18
De: Sumoreads
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Let's Get Real or Let's Not Play
- Transforming the Buyer/Seller Relationship
- De: Mahan Khalsa, Randy Illig, Stephen R. Covey
- Narrado por: Mahan Khalsa, Randy Illig, Stephen R. Covey
- Duración: 6 h y 52 m
- Versión completa
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Historia
Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose.
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On Target Information
- De Chris en 01-28-22
De: Mahan Khalsa, y otros
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The Challenger Sale
- Taking Control of the Customer Conversation
- De: Matthew Dixon, Brent Adamson
- Narrado por: Matthew Dixon, Brent Adamson
- Duración: 5 h y 43 m
- Versión completa
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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.
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Bellow average book
- De Elias Karráa en 08-11-19
De: Matthew Dixon, y otros
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The JOLT Effect
- How High Performers Overcome Customer Indecision
- De: Matthew Dixon, Ted McKenna
- Narrado por: Matthew Dixon, Ted McKenna
- Duración: 5 h y 47 m
- Versión completa
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In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
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Datos interesantes para equipos de ventas
- De Cliente de Amazon en 07-02-24
De: Matthew Dixon, y otros
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- De: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrado por: Matthew Dixon, Nick Toman, Rick DeLisi
- Duración: 6 h y 37 m
- Versión completa
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- De Shirley Campbell en 05-26-23
De: Matthew Dixon, y otros
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- De: Keenan
- Narrado por: Keenan
- Duración: 5 h y 47 m
- Versión completa
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General
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Narración:
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Historia
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
-
SPIN selling with more EQ mixed in
- De Amazon Customer en 09-28-19
De: Keenan
-
Summary of Mathew Dixon and Brent Adamson's The Challenger Sale
- De: Sumoreads
- Narrado por: Michael London Anglado
- Duración: 27 m
- Versión completa
-
General
-
Narración:
-
Historia
Matthew Dixon and Brent Adamson's insightful book, The Challenger Sale: Taking Control of the Customer Conversation offers the results of their research on thousands of sales reps and the best way to sell. This SUMOREADS Summary & Analysis offers supplementary material to The Challenger Sale to help you distill the key takeaways, review the book's content, and further understand the writing style and overall themes from an editorial perspective. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not this book is for you, SUMOREADS Summary & Analysis is here to help. Absorb everything you need to know in under 20 minutes!
-
-
Possibly Better than the Full Book
- De Spence en 05-24-18
De: Sumoreads
-
Let's Get Real or Let's Not Play
- Transforming the Buyer/Seller Relationship
- De: Mahan Khalsa, Randy Illig, Stephen R. Covey
- Narrado por: Mahan Khalsa, Randy Illig, Stephen R. Covey
- Duración: 6 h y 52 m
- Versión completa
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General
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Narración:
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Historia
Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose.
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On Target Information
- De Chris en 01-28-22
De: Mahan Khalsa, y otros
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- De: Mike Weinberg
- Narrado por: Mike Weinberg
- Duración: 8 h y 1 m
- Versión completa
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No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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Forget everything you know about sales
- De Navo en 10-31-20
De: Mike Weinberg
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Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- De: Jeb Blount
- Narrado por: Jeb Blount
- Duración: 9 h y 2 m
- Versión completa
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
- De Joe en 07-20-17
De: Jeb Blount
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To Sell Is Human
- The Surprising Truth about Moving Others
- De: Daniel H. Pink
- Narrado por: Daniel H. Pink
- Duración: 6 h y 6 m
- Versión completa
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According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
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Lenghty book with a few solid tips on persuation
- De Gerardo A Dada en 01-21-13
De: Daniel H. Pink
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SPIN Selling
- De: Neil Rackham
- Narrado por: Eli Woods
- Duración: 6 h y 12 m
- Versión completa
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Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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Sales and Science
- De Joe A Snyder III en 10-27-21
De: Neil Rackham
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The Sales Acceleration Formula
- Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
- De: Mark Roberge
- Narrado por: Robert Feifar
- Duración: 6 h y 24 m
- Versión completa
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The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
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Comprehensive guide tailored to sales leaders, entrepreneurs and CEO’s that aspire to engineer sales success systematically
- De Martinus Applegreen en 01-30-24
De: Mark Roberge
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Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- De: Jeb Blount, Mike Weinberg - foreword
- Narrado por: Jeb Blount, Jeremy Arthur
- Duración: 8 h y 21 m
- Versión completa
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Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
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One of the best books on Sales!
- De Kathleen Fitzpatrick en 09-04-23
De: Jeb Blount, y otros
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Sell with a Story
- How to Capture Attention, Build Trust, and Close the Sale
- De: Paul Smith
- Narrado por: Paul Smith
- Duración: 7 h y 59 m
- Versión completa
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Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena.
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This book is not only simple but practical!
- De Bruce J. Cruz en 02-22-17
De: Paul Smith
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Sales Management. Simplified
- The Straight Truth About Getting Exceptional Results from Your Sales Team
- De: Mike Weinberg
- Narrado por: L. J. Ganser
- Duración: 6 h y 57 m
- Versión completa
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Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
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Results over Activity? Results win
- De Amazon Customer en 04-01-16
De: Mike Weinberg
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The Science of Selling
- Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
- De: David Hoffeld
- Narrado por: David Hoffeld
- Duración: 7 h y 52 m
- Versión completa
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Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In today's fiercely competitive marketplace, you can't afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed "gurus", how do you know which sales strategies actually work? Leading sales trainer, researcher, and CEO of Hoffeld Group David Hoffeld has the answer.
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Misunderstands both Science and Selling
- De Mike A en 04-25-17
De: David Hoffeld
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The Sales Bible
- The Ultimate Sales Resource
- De: Jeffrey Gitomer
- Narrado por: Jeffrey Gitomer
- Duración: 8 h y 10 m
- Versión completa
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Jeffrey Gitomer's best selling work in which he shares his tips on how to be a successful salesperson has a new edition and is now available on audio. He provides motivational advice and practical techniques for initiating, maintaining, and closing a sales presentation.
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Much better in book form
- De Mark en 01-30-10
De: Jeffrey Gitomer
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Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
- De: Jeff Thull
- Narrado por: Jeff Thull
- Duración: 7 h y 50 m
- Versión completa
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In today's turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition.
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I don't recommend listening
- De Lisa en 10-30-13
De: Jeff Thull
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The Ultimate Sales Machine
- De: Chet Holmes
- Narrado por: Amanda Holmes, George Newbern
- Duración: 11 h y 28 m
- Versión completa
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The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.
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Ok if you are selling carpet cleaning services.
- De Sandy en 04-28-10
De: Chet Holmes
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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- Eugenio
- 12-26-22
Great selling advice / approach
I would recommend this to all new sales specifically B2B, in order to help with the overall sales process & approach.
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- Blair C
- 10-07-15
great read for all sales pros
this is a great read and resource for all sales pros. it provides updates on old ideas and creates new frameworks for managing complex sales processes.
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- Marxk Madhavan
- 06-25-17
Love it, invaluable business resource!
Great addition to the challenger sale. A must know for all sales and business professionals.
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esto le resultó útil a 2 personas
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- Jaye
- 02-16-21
Very Informative!
As a B2B Marketing professional, I found this book to be very useful in aiding me create marketing content.
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- Amazon Customer
- 04-08-16
Excellent, can't wait to try it out!
I have been in the software sales business for 20 years and have been to many sales training courses in that time. this is the first program I have experienced that comes at the sale from the eyes of the customer and what happens after I leave there office. I have always tried to think of the sale from the customers eyes, not knowing ultimately what they are up against because they wouldn't give me 100% of the story . I guess they thought they would loose leverage by being 100% traspatent and now I don't need to wonder any more. This book takes their red tape away. thank you
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- Byron
- 06-02-16
Sensible Must For Startup Selling
Challenger makes so much sense, you continue to study it, not just read or listen, or in this case both.
The Challenger Customer is now among my short list of must-employ schools of thought, like Lean Startup, Pitch Anything and Simon Sinek's work, among others.
Consider Challenger a short cut to understanding the competitive state of introducing change with customers, or, risk either losing to "do-nothing" or falling to others using this as a competitive advantage.
Challenger is the heart of how I'll approach the market from now on. Reading it will reveal so many answers.
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- Amazon Customer
- 03-28-21
Complex sale explained
Fantastic deep insights into the world of complex B2B sales. Supported by numerous studies it changes a perspective on this topic and provides a list of specific steps and guidance how to improve go to market iniciatives of a modern sellers.
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- TohirT
- 09-24-21
Solid sales business book
Interesting concept expanded beyond the challenger sale. Good experience and a build up on top of the cult classic original!
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- julzmay
- 02-12-16
Packed with great content... so many bookmarks
Would you consider the audio edition of The Challenger Customer to be better than the print version?
For many business audio books - I know that they are really good if I then want to go and purchase the print version. This is one where the print version is being delivered tomorrow.
Any additional comments?
So much of the day in and day out reality these days has to do with working through the committee purchasing process within organizations... this book provides excellent information on how to work within that dynamic and to enable them to escape some of the dysfunction.
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esto le resultó útil a 1 persona
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- Sean Henri
- 09-12-15
Demand Gen & Content Marketers: Pay Attention
More invaluable research and insights from the team at CEB. This book challenges the conventional wisdom on content marketing and demand generation practices in a way that's hard to ignore. A must read for those in both sales and marketing.
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