The challenger customer
Subtitle: selling to the hidden influencer who can multiply your results
By: Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman
Contributors: Dixon, Matthew, 1972- author; Spenner, Pat, author; Toman, Nick, author
Published: 2015
Language: eng
Number of pages: 268
ISBN-13: 9781591848158; 9781101980408
Copyright date: 2015
Subjects: Sales management; Selling; Customer relations
Notes: Includes index.
Table of contents: title: Introduction: the hardest part of selling solutions; title: The dark side of customer consensus; title: The mobilizer; title: The art of unteaching; title: Building commercial insight; title: Commercial insight in action; title: Teaching mobilizers where they learn; title: Two types of tailoring; title: Taking control of consensus creation; title: Making collective learning happen; title: Shifting to a challenger commercial model: implications and implementation lessons.