Showing results by author "Pat Spenner"

Categories

All Categories

2 results
Sort by
    • 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 214
    • Performance
      4.5 out of 5 stars 187
    • Story
      4.5 out of 5 stars 184

    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 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