Summary Of Matthew Dixon S The Challenger Sale By Swift Reads
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Summary Of Matthew Dixon S The Challenger Sale By Swift Reads
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Author : Swift Reads
language : en
Publisher: Swift Reads
Release Date : 2019-06-28
Summary Of Matthew Dixon S The Challenger Sale By Swift Reads written by Swift Reads and has been published by Swift Reads this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-06-28 with Study Aids categories.
The Challenger Sale: Taking Control of the Customer Conversation (2011) shows companies how assertive sales representatives can increase profits and create repeat customers. Authors and entrepreneurs Matthew Dixon and Brent Adamson use the results of interviews with more than 5,000 sales representatives to outline five different profiles most employees fit into... Purchase this in-depth summary to learn more.
Summary Of Matthew Dixon S The Challenger Sale By Swift Reads
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Author : Swift Reads
language : en
Publisher:
Release Date : 2019-04-05
Summary Of Matthew Dixon S The Challenger Sale By Swift Reads written by Swift Reads and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-04-05 with categories.
The Challenger Sale: Taking Control of the Customer Conversation (2011) shows companies how assertive sales representatives can increase profits and create repeat customers. Authors and entrepreneurs Matthew Dixon and Brent Adamson use the results of interviews with more than 5,000 sales representatives to outline five different profiles most employees fit into...Purchase this in-depth summary to learn more.
The Challenger Sale
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Author : Matthew Dixon
language : en
Publisher: Penguin UK
Release Date : 2012-10-01
The Challenger Sale written by Matthew Dixon and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-01 with Business & Economics categories.
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them! 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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. Their conclusion? The best salespeople don't just build relationships with customers. They challenge them. Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there. ______________ 'If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!' Amazon Reader Review 'I have been in enterprise software sales for 6 years and can relate to so many scenarios described in the book. I have already noticed significant results and improvements' Amazon Reader Review
The Jolt Effect
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Author : Matthew Dixon
language : en
Publisher: Penguin
Release Date : 2022-09-20
The Jolt Effect written by Matthew Dixon and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-09-20 with Business & Economics categories.
From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.
The Challenger Customer
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Author : Matthew Dixon
language : en
Publisher: Penguin UK
Release Date : 2015-09-03
The Challenger Customer written by Matthew Dixon and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-03 with Business & Economics categories.
From the authors of the internationally-bestselling business classic The Challenger Sale 'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' Daniel H. Pink, author of To Sell is Human and Drive --------------------------------------------------------------- In The Challenger Sale, Matthew Dixon and Brent Adamson overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Based on new research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again.
The Effortless Experience
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Author : Matthew Dixon
language : en
Publisher: Penguin
Release Date : 2013-09-12
The Effortless Experience written by Matthew Dixon and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-09-12 with Business & Economics categories.
Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver. The rewards are there for the taking, and the pathway to achieving them is now clearly marked.
Summary Of Mathew Dixon And Brent Adamson S The Challenger Sale
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Author : Sumoreads
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2017-07-03
Summary Of Mathew Dixon And Brent Adamson S The Challenger Sale written by Sumoreads and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-07-03 with categories.
PLEASE NOTE: This is a summary, analysis and review of the book and not the original book. Matthew Dixon and Brent Adamson's insightful book, The Challenger Sale: Taking Control of the Customer Conversation offers the results of their research on thousands of sales reps and the best way to sell. This SUMOREADS Summary & Analysis offers supplementary material to "The Challenger Sale" to help you distill the key takeaways, review the book's content, and further understand the writing style and overall themes from an editorial perspective. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not this book is for you, SUMOREADS Summary & Analysis is here to help. Absorb everything you need to know in under 20 minutes! What does this SUMOREADS Summary & Analysis Include? Executive Summary of the original book Editorial Review Key takeaways & analysis of each section A short bio of the the authors Original Book Summary Overview In "The Challenger Sale," Dixon and Adamson dig through mountains of research on thousands of sales reps to find what makes some reps exceptional performers in a complex sales environment. Their findings are conclusive: the best sales reps challenge customers to think differently about their business and push them to act on needs they didn't know they had. Packed with proven insights and practical guidelines for implementing the Challenger Sales Model, this book is the harbinger of a sales revolution that is long overdue. "The Challenger Sale" is a must-read for any salesperson, team leader, or senior executive. BEFORE YOU BUY: The purpose of this SUMOREADS Summary & Analysis is to help you decide if it's worth the time, money and effort reading the original book (if you haven't already). SUMOREADS has pulled out the essence-but only to help you ascertain the value of the book for yourself. This analysis is meant as a supplement to, and not a replacement for, "The Challenger Sale."
Homestead Survival
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Author : Marty Raney
language : en
Publisher: National Geographic Books
Release Date : 2022-09-13
Homestead Survival written by Marty Raney and has been published by National Geographic Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-09-13 with House & Home categories.
A practical guide to self-sufficient and sustainable living from the star of Homestead Rescue. Do you wish for a more resilient, sustainable, and empowered way of providing for your family in uncertain times? Are you worried about unreliable power grids, uncertain water supplies, or overly complex food chains? Veteran homesteader and star of Discovery's Homestead Rescue Marty Raney shares a big-picture vision of how ordinary families can become radically resilient homesteaders: powering, feeding, and caring for themselves through their own efforts, and on their own land. This book will guide you to: • buy land with the natural resources to build and feed a homestead • go off grid with your own power and water systems • design a greenhouse that will keep growing even when it’s snowing • confidently defend your home against all threats—grizzlies, forest fires, flash floods, and financial challenges Resources are only going to get more scarce. Raney will teach you to find food where others see dirt, and to build a home where others see empty land. He will inspire you to forge your own homestead dream and strengthen your family for all challenges to come.
Fossil Future
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Author : Alex Epstein
language : en
Publisher: Penguin
Release Date : 2022-05-24
Fossil Future written by Alex Epstein and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-05-24 with Business & Economics categories.
The New York Times bestselling author of The Moral Case for Fossil Fuels draws on the latest data and new insights to challenge everything you thought you knew about the future of energy For over a decade, philosopher and energy expert Alex Epstein has predicted that any negative impacts of fossil fuel use on our climate will be outweighed by the unique benefits of fossil fuels to human flourishing--including their unrivaled ability to provide low-cost, reliable energy to billions of people around the world, especially the world’s poorest people. And contrary to what we hear from media “experts” about today’s “renewable revolution” and “climate emergency,” reality has proven Epstein right: Fact: Fossil fuels are still the dominant source of energy around the world, and growing fast—while much-hyped renewables are causing skyrocketing electricity prices and increased blackouts. Fact: Fossil-fueled development has brought global poverty to an all-time low. Fact: While fossil fuels have contributed to the 1 degree of warming in the last 170 years, climate-related deaths are at all-time lows thanks to fossil-fueled development. What does the future hold? In Fossil Future, Epstein, applying his distinctive “human flourishing framework” to the latest evidence, comes to the shocking conclusion that the benefits of fossil fuels will continue to far outweigh their side effects—including climate impacts—for generations to come. The path to global human flourishing, Epstein argues, is a combination of using more fossil fuels, getting better at “climate mastery,” and establishing “energy freedom” policies that allow nuclear and other truly promising alternatives to reach their full long-term potential. Today’s pervasive claims of imminent climate catastrophe and imminent renewable energy dominance, Epstein shows, are based on what he calls the “anti-impact framework”—a set of faulty methods, false assumptions, and anti-human values that have caused the media’s designated experts to make wildly wrong predictions about fossil fuels, climate, and renewables for the last fifty years. Deeply researched and wide-ranging, this book will cause you to rethink everything you thought you knew about the future of our energy use, our environment, and our climate.
The Cambridge Handbook Of Compliance
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Author : Benjamin van Rooij
language : en
Publisher: Cambridge University Press
Release Date : 2021-05-20
The Cambridge Handbook Of Compliance written by Benjamin van Rooij and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-05-20 with Law categories.
Compliance has become key to our contemporary markets, societies, and modes of governance across a variety of public and private domains. While this has stimulated a rich body of empirical and practical expertise on compliance, thus far, there has been no comprehensive understanding of what compliance is or how it influences various fields and sectors. The academic knowledge of compliance has remained siloed along different disciplinary domains, regulatory and legal spheres, and mechanisms and interventions. This handbook bridges these divides to provide the first one-stop overview of what compliance is, how we can best study it, and the core mechanisms that shape it. Written by leading experts, chapters offer perspectives from across law, regulatory studies, management science, criminology, economics, sociology, and psychology. This volume is the definitive and comprehensive account of compliance.