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About The Challenger Customer
<b>Four years ago, the bestselling authors of <i>The Challenger Sale</i> 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 <i>who</i> you challenge.</b><br>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. <br>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...</br></br>
Detailed Information
| Author: | Brent Adamson [Adamson, Brent] |
|---|---|
| Publication Year: | 2015 |
| ISBN: | 698406184 |
| Language: | other |
| File Size: | 9.3338 |
| Format: | |
| Price: | FREE |
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