Download or read book Summary of Matthew Dixon s The Challenger Sale by Swift Reads written by Swift Reads and published by Swift Reads. This book was released on 2019-06-28 with total page 23 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Challenger Sale: Taking Control of the Customer Conversation (2011) shows companies how assertive sales representatives can increase profits and create repeat customers. Authors and entrepreneurs Matthew Dixon and Brent Adamson use the results of interviews with more than 5,000 sales representatives to outline five different profiles most employees fit into... Purchase this in-depth summary to learn more.

Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Download or read book The JOLT Effect written by Matthew Dixon and published by Penguin. This book was released on 2022-09-20 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales 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. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.

Download or read book The Challenger Customer written by Brent Adamson and published by Portfolio. This book was released on 2015-09-08 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Download or read book The Effortless Experience written by Matthew Dixon and published by Penguin. This book was released on 2013-09-12 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller 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. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver. The rewards are there for the taking, and the pathway to achieving them is now clearly marked.

Download or read book White House Inc written by Dan Alexander and published by Penguin. This book was released on 2020-09-22 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: An in-depth investigation into Donald Trump’s business—and how he used America’s top job to service it. White House, Inc. is a newsmaking exposé that details President Trump’s efforts to make money off of politics, taking us inside his exclusive clubs, luxury hotels, overseas partnerships, commercial properties, and personal mansions. Alexander tracks hundreds of millions of dollars flowing freely between big businesses and President Trump. He explains, in plain language, how Trump tried to translate power into profit, from the 2016 campaign to the ramp-up to the 2020 campaign. Just because you turn the presidency into a business doesn’t necessarily mean you turn it into a good business. After Trump won the White House, profits plunged at certain properties, like the Doral golf resort in Miami. But the presidency also opened up new opportunities. Trump’s commercial and residential property portfolio morphed into a one-of-a-kind marketplace, through which anyone, anywhere, could pay the president of the United States. Hundreds of customers—including foreign governments, big businesses, and individual investors—obliged. The president's disregard for norms sparked a trickle-down ethics crisis with no precedent in modern American history. Trump appointed an inner circle of centimillionaires and billionaires—including Ivanka Trump, Jared Kushner, Wilbur Ross, and Carl Icahn—who came with their own conflict-ridden portfolios. Following the president’s lead, they trampled barriers meant to separate their financial holdings from their government roles. White House, Inc. is a page-turning, hair-raising investigation into Trump and his team, who corrupted the U.S. presidency and managed to avoid accountability. Until now.

Download or read book There Plant Eyes written by M. Leona Godin and published by Pantheon. This book was released on 2021-06-01 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: From Homer to Helen Keller, from Dune to Stevie Wonder, from the invention of braille to the science of echolocation, M. Leona Godin explores the fascinating history of blindness, interweaving it with her own story of gradually losing her sight. “[A] thought-provoking mixture of criticism, memoir, and advocacy." —The New Yorker There Plant Eyes probes the ways in which blindness has shaped our ocularcentric culture, challenging deeply ingrained ideas about what it means to be “blind.” For millennia, blindness has been used to signify such things as thoughtlessness (“blind faith”), irrationality (“blind rage”), and unconsciousness (“blind evolution”). But at the same time, blind people have been othered as the recipients of special powers as compensation for lost sight (from the poetic gifts of John Milton to the heightened senses of the comic book hero Daredevil). Godin—who began losing her vision at age ten—illuminates the often-surprising history of both the condition of blindness and the myths and ideas that have grown up around it over the course of generations. She combines an analysis of blindness in art and culture (from King Lear to Star Wars) with a study of the science of blindness and key developments in accessibility (the white cane, embossed printing, digital technology) to paint a vivid personal and cultural history. A genre-defying work, There Plant Eyes reveals just how essential blindness and vision are to humanity’s understanding of itself and the world.

Download or read book Public Speaking for Success written by Dale Carnegie and published by Penguin. This book was released on 2006-05-04 with total page 465 pages. Available in PDF, EPUB and Kindle. Book excerpt: Dale Carnegie, author of the legendary How to Win Friends and Influence People, began his career as the premier "life coach" of the twentieth century by teaching the art of public speaking. Public speaking, as Carnegie saw it, is a vital skill that can be attained through basic and repeated steps. His classic volume on the subject appeared in 1926 and was revised twice-in shortened versions-in 1956 and 1962. This 2006 revision-edited by a longtime consultant to Dale Carnegie & Associates, Inc., and the editor in charge of updating How to Win Friends and Influence People-is the definitive one for our era. While up-to-date in its language and points of reference, Public Speaking for Success preserves the full range of ideas and methods that appeared in the original: including Carnegie's complete speech and diction exercises, which follow each chapter, as the author originally designated them. This edition restores Carnegie's original appendix of the three complete self-help classics: Acres of Diamonds by Russell H. Conwell, As a Man Thinketh by James Allen, and A Message to Garcia by Elbert Hubbard. Carnegie included these essays in his original edition because, although they do not directly relate to public speaking, he felt they would be of great value to the readers. Here is the definitive update of the best-loved public-speaking book of all time.

Download or read book The Golden Amazon written by John Russell Fearn and published by Lulu.com. This book was released on 2016-11-12 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: A FICTION HOUSE PRESS REPRINT: An outlaw of space, she was, with the strength of ten men. Here is an interplanetary story that will fill you with enthusiasm. She whipped the man she loved ... then rescued him from death. This is the Golden Amazon in all of her original pulp adventures with the original illustrations.

Download or read book So Much I Want to Tell You written by Anna Akana and published by Ballantine Books. This book was released on 2017-06-13 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: From Internet sensation Anna Akana comes a candid and poignant collection of essays about love, loss, and chasing adulthood. In 2007, Anna Akana lost her teen sister, Kristina, to suicide. In the months that followed, she realized that the one thing helping her process her grief and begin to heal was comedy. So she began making YouTube videos as a form of creative expression and as a way to connect with others. Ten years later, Anna has more than a million subscribers who watch her smart, honest vlogs on her YouTube channel. Her most popular videos, including “How to Put On Your Face” and “Why Girls Should Ask Guys Out,” are comical and provocative, but they all share a deeper message: Your worth is determined by you and you alone. You must learn to love yourself. In So Much I Want to Tell You, Anna opens up about her own struggles with poor self-esteem and reveals both the highs and lows of coming-of-age. She offers fresh, funny, hard-won advice for young women on everything from self-care to money to sex, and she is refreshingly straightforward about the realities of dating, female friendship, and the hustle required to make your dreams come true. This is Anna’s story, but, as she says, it belongs just as much to Kristina and to every other girl who must learn that growing up can be hard to do. Witty and real, Anna breaks things down in a way only a big sister can. Praise for So Much I Want to Tell You “This book is filled with the kind of honesty, vulnerability, and determination that makes Anna such a captivating person. One warning: You’ll want to hug her a lot while reading this.”—Natalie Tran, actress and comedian “As a woman working in entertainment, Anna Akana is accustomed to feeling vulnerable. Which means that she’s used to being brave. This book is a tribute to the duality of bravery and fear as told through Anna’s experiences to date.”—Hannah Hart, New York Times bestselling author of Buffering: Unshared Tales of a Life Fully Loaded “Frank advice on how to live a productive, happy life . . . written in tribute to a ‘fearless, talented, and bold’ sister.”—Kirkus Reviews

Download or read book The Citadel of Fear Sci Fi Classic written by Francis Stevens and published by Good Press. This book was released on 2023-12-02 with total page 275 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Citadel of Fear, an anthology showcasing the work of Gertrude Barrows Bennett, who wrote under the pseudonym Francis Stevens, is a cornerstone in the foundation of science fiction literature. Within its pages, readers will discover an array of speculative narratives that transcend time and space, weaving together elements of fantasy, horror, and early science fiction. The collection encapsulates the diverse and groundbreaking storytelling techniques of its era, offering a splendid display of Stevens' pioneering imagination and mastery over the speculative. Its standout pieces not only explore the unknown but also delve into the complexities of human emotion and the interplay between fear and curiosity, making it a significant contribution to the genre's evolution. The authors behind these narratives, particularly Stevens, are considered trailblazers in science fiction. Bennett, an unsung heroine of her time, effectively laid the groundwork for future generations of writers within these genres. Through her unique lens, readers are offered a glimpse into the early 20th century's burgeoning fascination with the speculative and the fantastic. The anthology aligns with pivotal moments in literary history, where the boundaries of reality are pushed, and new worlds are conceived, cementing its place within the pantheon of science fiction classics. This collection is recommended for those intrigued by the roots of science fiction and the remarkable breadth of themes it encompasses. It offers a unique opportunity to experience the visionary work of Gertrude Barrows Bennett, whose contributions have significantly shaped the landscape of speculative fiction. The Citadel of Fear serves not only as a portal to imaginative realms but also as a critical resource for understanding the evolution of science fiction. Readers, scholars, and enthusiasts alike will find value in this anthology, for it fosters a greater appreciation of the genre's complexities and the diverse perspectives that have contributed to its enduring legacy.

Download or read book SNAP Selling written by Jill Konrath and published by Penguin. This book was released on 2010-05-27 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.

Download or read book Only the Paranoid Survive written by Andrew S. Grove and published by Crown Currency. This book was released on 2010-05-05 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Andy Grove, founder and former CEO of Intel shares his strategy for success as he takes the reader deep inside the workings of a major company in Only the Paranoid Survive. Under Andy Grove's leadership, Intel became the world's largest chip maker and one of the most admired companies in the world. In Only the Paranoid Survive, Grove reveals his strategy for measuring the nightmare moment every leader dreads--when massive change occurs and a company must, virtually overnight, adapt or fall by the wayside--in a new way. Grove calls such a moment a Strategic Inflection Point, which can be set off by almost anything: mega-competition, a change in regulations, or a seemingly modest change in technology. When a Strategic Inflection Point hits, the ordinary rules of business go out the window. Yet, managed right, a Strategic Inflection Point can be an opportunity to win in the marketplace and emerge stronger than ever. Grove underscores his message by examining his own record of success and failure, including how he navigated the events of the Pentium flaw, which threatened Intel's reputation in 1994, and how he has dealt with the explosions in growth of the Internet. The work of a lifetime, Only the Paranoid Survive is a classic of managerial and leadership skills.

Download or read book Tech Powered Sales written by Justin Michael and published by HarperCollins Leadership. This book was released on 2021-06-29 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conventional ways of selling are becoming outdated. Learn what it takes to go from the traditional sales mindset to a tech-enabled sales superhero. In tough markets and with more people working remotely, creating a quality sales pipeline in traditional ways is more challenging than ever. As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success. Record-setting sales expert Justin Michael and bestselling sales leadership author Tony Hughes combine to provide practical guidance on how professional sellers can maximize results with an effective sales tech-stack to increase sales effectiveness for outstanding results. In Tech-Powered Sales, Michael and Hughes share helpful advice that:? Reveal the techniques that enable you to break through with difficult to reach buyers Teach you how sales technologies can be employed for maximum benefit by raising your TQ Enable you to make the jump from being a beginner to a superuser within your sales team Show you how to thrive in the fourth industrial revolution to leverage technology rather than be at risk of being replaced by it Tech-Powered Sales delivers evidence-based strategies salespeople can use to create more opportunities than ever before. If you want to learn how to maximize your abilities to develop new business, this is the book for you!

Download or read book The Visible Hand written by Alfred D. Chandler Jr. and published by Harvard University Press. This book was released on 1993-01-01 with total page 625 pages. Available in PDF, EPUB and Kindle. Book excerpt: The role of large-scale business enterprise—big business and its managers—during the formative years of modern capitalism (from the 1850s until the 1920s) is delineated in this pathmarking book. Alfred Chandler, Jr., the distinguished business historian, sets forth the reasons for the dominance of big business in American transportation, communications, and the central sectors of production and distribution.

Download or read book Make No Small Plans written by Elliott Bisnow and published by Crown Currency. This book was released on 2022-04-12 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the founders of the acclaimed Summit event series and community comes the story of their unconventional journey to business success and the hard lessons they learned along the way. “[Make No Small Plans] neatly crystallizes the teachings and takeaways—basic truths—from the past fifteen years of Summiteering.”—Forbes In 2008, with no event production experience and two college degrees between the four of them, Elliott Bisnow, Brett Leve, Jeff Rosenthal, and Jeremy Schwartz became business partners and set out to build a global events company. With passion and tenacity, they began cold calling as many inspiring company founders as they could and tried to convince them to attend their first event. In the beginning, only nineteen people said yes. Since then, they have grown Summit into a global community with events all over the world, hosting luminaries including Jeff Bezos, Richard Branson, Shonda Rhimes, Brené Brown, Kendrick Lamar, and Al Gore. In 2013, the Summit founders—with help from their behind-the-scenes co-founder and partner Ryan Begelman—acquired Powder Mountain, the largest ski resort in the United States, with a dream of building a mountaintop town of the future. In Make No Small Plans, they reveal the triumphs, mistakes, and cornerstone lessons from their journey, which began during the Great Recession and continues today. Alongside teachings from some of the most inspiring entrepreneurs of our time, the authors offer takeaways such as: • No idea should go unspoken. • Reputations are earned by the drop and lost by the bucket. • The road to success is always under construction. • Become a favor economy millionaire. Entertaining and empowering, Make No Small Plans shows that anyone can think big and—with a thirst for knowledge, a talented team, and a little humility—accomplish the impossible.

Download or read book Sustainable Security written by Jeremi Suri and published by Oxford University Press. This book was released on 2016 with total page 433 pages. Available in PDF, EPUB and Kindle. Book excerpt: How can the United States craft a sustainable national security strategy in a world of shifting threats, sharp resource constraints, and a changing balance of power? This volume brings together research on this question from political science, history, and political economy, aiming to inform both future scholarship and strategic decision-making.