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Author Adamson, Brent, author.

Title The challenger customer : selling to the hidden influencer who can multiply your results / Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman.

Publication Info. New York : Portfolio/Penguin, [2015]
©2015

Copies

Location Call No. Status
 Middletown, Russell Library - Adult Nonfiction  658.85 ADA    Check Shelf
 Southington Library - Adult  658.85 ADA    Check Shelf
Description xiii, 268 pages : illustrations ; 24 cm
Note Includes index.
Contents 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.
Subject Sales management.
Selling.
Customer relations.
Customer relations. (OCoLC)fst00885533
Sales management. (OCoLC)fst01103833
Selling. (OCoLC)fst01111969
Added Author Dixon, Matthew, 1972- author.
Spenner, Pat, author.
Toman, Nick, author.
ISBN 9781591848158 (pbk.)
1591848156 (pbk.)
9781101980408 (pbk.)
1101980400 (pbk.)
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