Showing results by narrator "Matthew Dixon" in All Categories

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.

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.

In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. 

Mr. Mani is a deeply affecting six-generation family saga, extending from 19th-century Greece and Poland to British-occupied Palestine to German-occupied Crete and ultimately to modern Israel. The narrative moves through time and is told in five conversations about the Mani family. It ends in Athens in 1848 with Avraham Mani's powerful tale about the death of his young son in Jerusalem. A profoundly human novel, rich in drama, irony, and wit.

DS Louisa Williams struggles against the odds to bring the serial killer to justice before he claims any more victims. Two women have already been brutally strangled, and Louisa finds herself battling her new DI, as well as the odds, to catch the murderer. With her job on the line, she comes to rely on her colleague, Millie, and the handsome acting DC, Mark Ward, in her fight for justice for the victims and for herself. Mark proves himself to be an invaluable member of the team, and Louisa is quick to notice this and seeks his help throughout the case.