Résultats par auteur "Matthew Dixon"

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    • The Challenger Sale

    • Taking Control of the Customer Conversation
    • Auteur(s): Matthew Dixon, Brent Adamson
    • Narrateur(s): Matthew Dixon, Brent Adamson
    • Durée: 5 h et 43 min
    • Version intégrale
    • Au global
      4.5 out of 5 stars 65
    • Performance
      4 out of 5 stars 55
    • Histoire
      4 out of 5 stars 56

    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.

    • 2 out of 5 stars
    • Interesting Sales Book

    • Écrit par AmazonUserQueen le 2018-09-19

    Prix: CDN$ 27,77

    • The Challenger Customer

    • Selling to the Hidden Influencer Who Can Multiply Your Results
    • Auteur(s): Brent Adamson, Matthew Dixon, Pat Spenner, Autres
    • Narrateur(s): Steve Kramer
    • Durée: 8 h et 40 min
    • Version intégrale
    • Au global
      4.5 out of 5 stars 5
    • Performance
      5 out of 5 stars 4
    • Histoire
      5 out of 5 stars 4

    The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.

    • 5 out of 5 stars
    • Pay attention, take notes, lead your market

    • Écrit par Luke (Lucas) Starbuck le 2018-11-12

    Prix: CDN$ 37,63

    • The Effortless Experience

    • Conquering the New Battleground for Customer Loyalty
    • Auteur(s): Matthew Dixon, Nick Toman, Rick DeLisi
    • Narrateur(s): Rick DeLisi, Matthew Dixon
    • Durée: 6 h et 37 min
    • Version intégrale
    • Au global
      5 out of 5 stars 3
    • Performance
      5 out of 5 stars 2
    • Histoire
      5 out of 5 stars 2

    Conventional wisdom holds that to increase loyalty, companies must "delight" customers by exceeding service expectations. Some focus on dazzling them at the cost of neglecting to solve basic service problems - a big strategic mistake. Through extensive research and surveys, the authors have concluded that loyalty has much more to do with how well a company delivers on its basic promises than on how dazzling its service experience might be.

    Prix: CDN$ 27,42

    • The Challenger Sale

    • Taking Control of the Customer Conversation
    • Auteur(s): Matthew Dixon, Brent Adamson
    • Narrateur(s): Matthew Dixon, Brent Adamson
    • Durée: 5 h et 43 min
    • Version intégrale
    • Au global
      0 out of 5 stars 0
    • Performance
      0 out of 5 stars 0
    • Histoire
      0 out of 5 stars 0

    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.

    Prix: CDN$ 26,32

    • Stop Trying to Delight Your Customers

    • Auteur(s): Matthew Dixon, Karen Freeman, Nicholas Toman
    • Narrateur(s): Todd Mundt
    • Durée: 18 min
    • Version intégrale
    • Au global
      0 out of 5 stars 0
    • Performance
      0 out of 5 stars 0
    • Histoire
      0 out of 5 stars 0

    To really win customer's loyalty, forget the bells and whistles and just solve their problems.

    Prix: CDN$ 2,58

    • Dismantling the Sales Machine (Harvard Business Review)

    • Auteur(s): Brent Adamson, Matthew Dixon, Nicholas Toman
    • Narrateur(s): Todd Mundt
    • Durée: 22 min
    • Version intégrale
    • Au global
      0 out of 5 stars 0
    • Performance
      0 out of 5 stars 0
    • Histoire
      0 out of 5 stars 0

    Brent Adamson, managing director at CEB, Matthew Dixon, executive director at CEB, and Nicholas Toman, research director at CEB, report on how reps can’t sell to savvy customers by adhering to strict processes.

    Prix: CDN$ 1,79