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Phil

Chicago, IL, United States

1
HELPFUL VOTES
  • 1 reviews
  • 2 ratings
  • 7 titles in library
  • 0 purchased in 2015
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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
    (354)
    Performance
    (295)
    Story
    (289)

    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"
    "Meh"
    Overall
    Performance
    Story
    What disappointed you about The Challenger Sale?

    - This book should be condensed into two or three chapters and then included in a larger book. Not that much content.

    - The author mentions probably over 100 times that his firm offers consulting services. This reads more like a sales pitch than a guide to selling.


    1 of 1 people found this review helpful

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