Brent Adamson – författare

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.

Brought to you by Penguin.THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLDMatthew 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© Matthew Dixon and Brent Adamson 2012 (P) Penguin Audio 2022