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'The history of sales has been one of steady progress interrupted by a few real
breakthroughs that have changed the whole direction of the profession. These
breakthroughs. marked by radical thinking and dramatic improvements in sales
results have been rare.... Which brings me to The Challenger Sale and the work
of CEB.... On the face of it, their research has all the initial signs that it may be
Oame.changing.... My advice is this: Read it, thinkabout It, imp'ementit. You, and
—Professor Neil Rackham, author of SAN
your will be glad you did."
Selling, trom the foreword
"The Challenger Sale speaks to the core of how we're engaging with our clients. We
want our sales force to and value, not sales pitches. That's why our
entire organization is being trained Onne skills that make Challengers successful.
We're already seeing the results and I'm conrgdent our focus will continue to dif-
ferentiate us in the eyes of our clients."
—Kevin president. U.S. Client (Wations, Xerox Corporation
•Groundbreaking, timely, and disciplined research—presented in a waythat is both
intuitive and completely actionable—that has already had an impacton our organi-
zation by creating a customer lens that enhanced our sales recruiting, hiring, train-
ing. and deployment. Since implementing Challenger in partnership with CEB, the
receptivity and sales results have been terrific."
—Jeff Connor, senior president and Chiet growth officer,
ARAMARK Global Food, Hospitality, and Facility Services
"The Challenger Sale shows you how to maintain control of the complex sale. The
output of this superbly researched body of work is that you will know how to better
differentiate your organization, your offering, and yourself in the mind of the customer."
—Adrian Norton, vice preSident, sales, Reckiti Benckiser
"The amazing thing is that the Challenger sales rep has been hiding in plain sight
all these years. The Challenger Saje breaks the winning elements of this powerful
approach into a set of teachable skills that can take even a top sales team to a new
—Dan James, former Chiet sales officer. DuPont
level of results delivery."
"Challenger teaches you how to differentiate your organization, your solutions and
yourself to the customer by focusing on their business issues. There is some inno-
vative new thinking based on solid research coupled with practical advice on how
—-Cm* thornsm. director of saiæ operations,
to implement it."
Services Group
ÄCEB
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