Download Or Read Online The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results By Brent Adamson Full Pages.
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What?s the secret to executing complex sales today? As the bestseller The Challenger Sale proved, challenging the customer is the key to success. But it turns out that?s only half the story.? It?s not just that you challenge but who you challenge that really matters.? To win today, you need a Challenger inside the customer organization. Picture your ideal customer: collegial, eager to meet with you, and ready to champion your products across the organization. It turns out that?s the last person you should be pitching. ? The need to understand how customers make their decisions, especially when it comes to selling large-scale, business-to-business solutions, drove the author team behind The Challenger Sale to investigate how sales reps won high-quality deals. What that team discovered may turn the common wisdom about customer behavior upside down. ? Based on an exhaustive study of hundreds of sales reps and thousands of customers across multiple industries and geographies, this book
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