Summary Of Matthew Dixons The Challenger Sale By Swift Reads
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| Author | : Swift Reads |
| Publisher | : Swift Reads |
| Total Pages | : 23 |
| Release | : 2019-06-28 |
| Genre | : Study Aids |
| ISBN | : |
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.
| Author | : Matthew Dixon |
| Publisher | : Penguin |
| Total Pages | : 242 |
| Release | : 2011-11-10 |
| Genre | : Business & Economics |
| ISBN | : 1101545895 |
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. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
| Author | : Matthew Dixon |
| Publisher | : Penguin |
| Total Pages | : 257 |
| Release | : 2022-09-20 |
| Genre | : Business & Economics |
| ISBN | : 0593538110 |
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.
| Author | : Brent Adamson |
| Publisher | : Portfolio |
| Total Pages | : 290 |
| Release | : 2015-09-08 |
| Genre | : Business & Economics |
| ISBN | : 1591848156 |
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
| Author | : Matthew Dixon |
| Publisher | : Penguin |
| Total Pages | : 258 |
| Release | : 2013-09-12 |
| Genre | : Business & Economics |
| ISBN | : 0698137582 |
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.
| Author | : Dan Alexander |
| Publisher | : Penguin |
| Total Pages | : 322 |
| Release | : 2020-09-22 |
| Genre | : Political Science |
| ISBN | : 0593188527 |
An in-depth investigation into Donald Trump’s business—and how he used America’s top job to service it. White House, Inc. is a newsmaking exposé that details President Trump’s efforts to make money off of politics, taking us inside his exclusive clubs, luxury hotels, overseas partnerships, commercial properties, and personal mansions. Alexander tracks hundreds of millions of dollars flowing freely between big businesses and President Trump. He explains, in plain language, how Trump tried to translate power into profit, from the 2016 campaign to the ramp-up to the 2020 campaign. Just because you turn the presidency into a business doesn’t necessarily mean you turn it into a good business. After Trump won the White House, profits plunged at certain properties, like the Doral golf resort in Miami. But the presidency also opened up new opportunities. Trump’s commercial and residential property portfolio morphed into a one-of-a-kind marketplace, through which anyone, anywhere, could pay the president of the United States. Hundreds of customers—including foreign governments, big businesses, and individual investors—obliged. The president's disregard for norms sparked a trickle-down ethics crisis with no precedent in modern American history. Trump appointed an inner circle of centimillionaires and billionaires—including Ivanka Trump, Jared Kushner, Wilbur Ross, and Carl Icahn—who came with their own conflict-ridden portfolios. Following the president’s lead, they trampled barriers meant to separate their financial holdings from their government roles. White House, Inc. is a page-turning, hair-raising investigation into Trump and his team, who corrupted the U.S. presidency and managed to avoid accountability. Until now.
| Author | : M. Leona Godin |
| Publisher | : Pantheon |
| Total Pages | : 353 |
| Release | : 2021-06-01 |
| Genre | : Social Science |
| ISBN | : 1524748722 |
From Homer to Helen Keller, from Dune to Stevie Wonder, from the invention of braille to the science of echolocation, M. Leona Godin explores the fascinating history of blindness, interweaving it with her own story of gradually losing her sight. “[A] thought-provoking mixture of criticism, memoir, and advocacy." —The New Yorker There Plant Eyes probes the ways in which blindness has shaped our ocularcentric culture, challenging deeply ingrained ideas about what it means to be “blind.” For millennia, blindness has been used to signify such things as thoughtlessness (“blind faith”), irrationality (“blind rage”), and unconsciousness (“blind evolution”). But at the same time, blind people have been othered as the recipients of special powers as compensation for lost sight (from the poetic gifts of John Milton to the heightened senses of the comic book hero Daredevil). Godin—who began losing her vision at age ten—illuminates the often-surprising history of both the condition of blindness and the myths and ideas that have grown up around it over the course of generations. She combines an analysis of blindness in art and culture (from King Lear to Star Wars) with a study of the science of blindness and key developments in accessibility (the white cane, embossed printing, digital technology) to paint a vivid personal and cultural history. A genre-defying work, There Plant Eyes reveals just how essential blindness and vision are to humanity’s understanding of itself and the world.
| Author | : Jennifer Jacquet |
| Publisher | : Penguin UK |
| Total Pages | : 127 |
| Release | : 2022-07-12 |
| Genre | : Science |
| ISBN | : 0241241723 |
'This brilliantly subversive and witty book lays bare the techniques of manipulation and disinformation that keep the rich and powerful rich and powerful. . . A landmark book' Brian Eno 'Very funny, as satire should be, until you realise it's deadly serious' Adam Rutherford, BBC Radio 4 Start the Week Knowledge is power. Which is why the rich and powerful don't want you to have it. The Playbook is an exposé of the extraordinary lengths that corporations will go to in order to spread disinformation and deny the scientific facts - around climate change, public health risks and worker safety - when they don't suit their agenda. Written in the form of a corporate handbook for tobacco, oil and pharmaceutical company executives, it is a litany of obfuscation techniques, denial, delays and outright lies, including: how to recruit an academic 'expert' who is willing to compromise their integrity (or is just short of cash), how to massage the statistics, how to use legal and even physical intimidation against reporters and activists, and how, just as in a casino, to keep your customers comfortable, unquestioning, unthinking and playing along for as long as possible. Part satire, part social history, part guide to resistance, The Playbook is a charge sheet against the powerful. It shows us how, by understanding the methods and motives of disinformation campaigns, we may be able to outwit them.
| Author | : Alfred D. Chandler Jr. |
| Publisher | : Harvard University Press |
| Total Pages | : 625 |
| Release | : 1993-01-01 |
| Genre | : Business & Economics |
| ISBN | : 0674417682 |
The role of large-scale business enterprise—big business and its managers—during the formative years of modern capitalism (from the 1850s until the 1920s) is delineated in this pathmarking book. Alfred Chandler, Jr., the distinguished business historian, sets forth the reasons for the dominance of big business in American transportation, communications, and the central sectors of production and distribution.
| Author | : Oren Klaff |
| Publisher | : Penguin |
| Total Pages | : 258 |
| Release | : 2019-08-13 |
| Genre | : Business & Economics |
| ISBN | : 052553394X |
THE BESTSELLING AUTHOR OF PITCH ANYTHING IS BACK TO FLIP YOUR ENTIRE APPROACH TO PERSUASION. Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready? If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you. That's why Oren is throwing out the old playbook on persuasion. Instead, he'll show you a new approach that works on this simple insight: Everyone trusts their own ideas. If, rather than pushing your idea on your buyer, you can guide them to discover it on their own, they'll believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you. That might sound easier said than done, but Oren has taught thousands of people how to do it with a series of simple steps that anyone can follow in any situation. And as you'll see in this book, Oren has been in a lot of different situations. He'll show you how he got a billionaire to take him seriously, how he got a venture capital firm to cough up capital, and how he made a skeptical Swiss banker see him as an expert in banking. He'll even show you how to become so compelling that buyers are even more attracted to you than to your product. These days, it's not enough to make a great pitch. To get attention, create trust, and close the deal, you need to flip the script.
