Showing results by author "Brent Adamson"

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    • The Challenger Sale

    • Taking Control of the Customer Conversation
    • By: Matthew Dixon, Brent Adamson
    • Narrated by: Matthew Dixon, Brent Adamson
    • Length: 5 hrs and 43 mins
    • Unabridged
    • Overall
      4.5 out of 5 stars 1,725
    • Performance
      4 out of 5 stars 1,463
    • Story
      4 out of 5 stars 1,451

    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.

    • 2 out of 5 stars
    • Meh

    • By Phil on 11-27-13

    Regular price: $20.99

    • The Challenger Customer

    • Selling to the Hidden Influencer Who Can Multiply Your Results
    • By: Brent Adamson, Matthew Dixon, Pat Spenner, and others
    • Narrated by: Steve Kramer
    • Length: 8 hrs and 40 mins
    • Unabridged
    • Overall
      4.5 out of 5 stars 222
    • Performance
      4.5 out of 5 stars 195
    • Story
      4.5 out of 5 stars 192

    The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.

    • 5 out of 5 stars
    • insightful

    • By Adam Hourani on 03-06-17

    Regular price: $28.00

    • The New Sales Imperative

    • By: Nicholas Toman, Brent Adamson, Cristina Gomez
    • Narrated by: Fleet Cooper
    • Length: 28 mins
    • Unabridged
    • Overall
      0 out of 5 stars 0
    • Performance
      0 out of 5 stars 0
    • Story
      0 out of 5 stars 0

    B2B purchasing has become too complicated. You need to make it easy for your customers to buy.

    Regular price: $3.95

    • Dismantling the Sales Machine (Harvard Business Review)

    • By: Brent Adamson, Matthew Dixon, Nicholas Toman
    • Narrated by: Todd Mundt
    • Length: 22 mins
    • Unabridged
    • Overall
      4 out of 5 stars 10
    • Performance
      4 out of 5 stars 8
    • Story
      4 out of 5 stars 8

    Brent Adamson, managing director at CEB, Matthew Dixon, executive director at CEB, and Nicholas Toman, research director at CEB, report on how reps can’t sell to savvy customers by adhering to strict processes.

    • 5 out of 5 stars
    • George E Davis

    • By The Weef on 02-23-16

    Regular price: $1.95

    • The Challenger Customer

    • Selling to the Hidden Influencer Who Can Multiply Your Results
    • By: Matthew Dixon, Brent Adamson, Pat Spenner, and others
    • Narrated by: Steve Kramer
    • Length: 8 hrs and 40 mins
    • Unabridged
    • Overall
      0 out of 5 stars 0
    • Performance
      0 out of 5 stars 0
    • Story
      0 out of 5 stars 0

    The Challenger Sale team are back, and this time they reveal something even more game changing: the highest-performing sales teams don't focus on friendly, attentive customers. They target challenger customers. Challenger customers are sceptical, less interested in meeting and indifferent. But they also have the persuasive skill and will to challenge their own organisations on your behalf and get the deal to the finish line.

    Regular price: $21.31