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The Challenger Sale: How To Take Control Of the Customer Conversation
[Paperback - 2013]
matthew dixon
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Category: Business
Sub-category: Sales & Marketing
Additional Category: Business Self Help
Publisher: Portfolio Uk | ISBN: 9780670922857 | Pages: 221
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Description

Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach.

About the Author

Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500.
Ted McKenna is an accomplished sales and customer experience researcher whose work has appeared in the pages of Harvard Business Review. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, engage, retain, and grow customer relationships. Prior to co-founding DCMi, Ted has held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds, and CEB (now, Gartner). His most recent work focused on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioral frameworks. Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and jobs data. He is a sought-after speaker and advisor to sales and customer experience teams around the world.

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