Adamson, Brent, <br/><br/>
The challenger customer :  selling to the hidden influencer who can multiply your results / 
Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman. 
 - xiii, 268 pages :  illustrations ;  24 cm 
<br/><br/> Includes index. 
<br/><br/>Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus creation -- Making collective learning happen -- Shifting to a challenger commercial model: implications and implementation lessons. 
<br/><br/><label>ISBN: </label>9781591848158 (hbk.) 1591848156 (hbk.) 9781101980408 (pbk.) 1101980400 (pbk.) 
<br/><br/><label>LCCN: </label>2015452770 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.<br/>Selling.<br/>Customer relations.
<br/><br/><label>LC Class. No.: </label>HF 5438.4  / .A325 2015