The challenger customer : selling to the hidden influencer who can multiply your results / Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman.

By: Contributor(s): Material type: TextPublisher: New York : Portfolio/Penguin, 2015Copyright date: 2015Description: xiii, 268 pages : illustrations ; 24 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781591848158 (hbk.)
  • 1591848156 (hbk.)
  • 9781101980408 (pbk.)
  • 1101980400 (pbk.)
Subject(s): LOC classification:
  • HF 5438.4 .A325 2015
Contents:
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.
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Holdings
Item type Current library Call number Status Barcode
Book Storms Research Center Main Collection HF 5438.4 .A325 2015 (Browse shelf(Opens below)) Available 98650515

Includes index.

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.

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