The Challenger Customer

افزودن به بوکمارک اشتراک گذاری 0 دیدگاه کاربران 3 (1)

Selling to the Hidden Influencer Who Can Multiply Your Results

مشارکت: عنوان و توضیح کوتاه هر کتاب را ترجمه کنید این ترجمه بعد از تایید با نام شما در سایت نمایش داده خواهد شد.

ترجمه این کتاب مشاهده همه کتاب های ترجمه نشده

Selling to the Hidden Influencer Who Can Multiply Your Results

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.
From the Hardcover edition.

لغو

گزارش تخلف

مغایرت عنوان کتاب با توضیحات و تصویر جلد
عدم رعایت حقوق نشر طبق قوانین جمهوری اسلامی ایران
محتوای مستهجن
توهین به قومیتها و محتوای نژادپرستی
توهین به اقیلیتهای مذهبی
اهانت به مقامات سیاسی و مذهبی
اشاعه ی کودک آزاری
سایر موارد

بستن

فرمت کتاب

audiobook

تاریخ انتشار

2015

نویسنده

Steve Kramer

ناشر

Penguin Random House Audio Publishing Group

شابک

9780698411883

20,000 تومان

خرید کتاب مطالعه نمونه درخواست ترجمه کتاب

خرید کتاب The Challenger Customer

The Challenger Customer

گزارش تخلف

فرمت کتاب

audiobook

تاریخ انتشار

2015

نویسنده

ناشر

شابک

کتاب های مرتبط

Successful Acquisitions

Business Through the Eyes of Faith

White Papers For Dummies

The Unfair Trade

Rwanda, Inc.

The Issuer's Guide to PIPEs

The Photographer's Survival Guide

The Big Book of HR

Raising the Bar

«Никогда не ешьте в одиночку» и другие правила нетворкинга

The Accidental Taxonomist

Love It, Don't Leave It

Driving the Career Highway

Deadline. Роман об управлении проектами

How to Land a Top-Paying Sales Representatives, Wholesale and Manufacturing Job: Your Complete Guide to Opportunities, Resumes and Cover Letters, Interviews, Salaries, Promotions, What to Expect From Recruiters and More

Résumé Magic

I'm an English Major--Now What?

How to Land a Top-Paying Wireless internet installer Job: Your Complete Guide to Opportunities, Resumes and Cover Letters, Interviews, Salaries, Promotions, What to Expect From Recruiters and More

How to Land a Top-Paying Construction electricians Job: Your Complete Guide to Opportunities, Resumes and Cover Letters, Interviews, Salaries, Promotions, What to Expect From Recruiters and More

Six Figure Salary Negotiation

The Accidental Library Manager

دیدگاه کاربران