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Oxiem

Springfield, Ohio, United States

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HELPFUL VOTES
  • 1 reviews
  • 2 ratings
  • 8 titles in library
  • 4 purchased in 2014
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  • The Challenger Sale: Taking Control of the Customer Conversation

    • UNABRIDGED (5 hrs and 43 mins)
    • By Matthew Dixon, Brent Adamson
    • Narrated By Matthew Dixon, Brent Adamson
    • Whispersync for Voice-ready
    Overall
    (206)
    Performance
    (183)
    Story
    (182)

    What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance.

    Lou says: "One novel idea. Only need to listen first chapter"
    "Good Material, Not Great Writing"
    Overall
    Performance
    Story
    Where does The Challenger Sale rank among all the audiobooks you’ve listened to so far?

    It's in my top 10 sales books


    What was the most interesting aspect of this story? The least interesting?

    The concept of leading with disruptive information rather than probing for pain and gain


    What does Matthew Dixon and Brent Adamson bring to the story that you wouldn’t experience if you just read the book?

    Good reading style, very easy to listen to


    Was this a book you wanted to listen to all in one sitting?

    No


    Any additional comments?

    The writing is a little frustrating. The writer seems to fall prey to a fascination with specific words such as exacerbate, notwithstanding, etc - it almost becomes grating. Still a great book.

    0 of 0 people found this review helpful

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