Matthew Dixon Book order

"Matthew Dixon, coauthor of The Challenger Sale, offers a new approach to overcoming customer indecision and closing more sales. He and coauthor Ted McKenna apply research to the problem of customer indecision, and offer a new approach that turns the conventional wisdom on its head. Drawing on a new study of more than two and a half million sales conversations from across industry, they reveal that only by addressing the customer's fear of failure can a salesperson get indecisive buyers to go from verbally committing to actually making the purchase"-- Provided by publisher.650

The stories of 80 men from a small school in Oxfordshire who fell in the Great War, and of the impact of the war on the school.

Skylar Speer devises a meticulous plan to commit the perfect murder, enlisting her best friend's assistance. However, as the scheme unfolds, the repercussions of their actions spiral out of control, leading to devastating consequences that challenge their friendship and moral boundaries.

This book draws on recent developments across a range of perspectives including psychoanalysis, narrative studies, social practice theory, posthumanism and trans-species psychology, to establish a radical psychosocial alternative to mainstream understanding of 'environmental problems'.

From the authors of the internationally-bestselling business classic The Challenger Sale 'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' Daniel H. Pink, author of To Sell is Human and Drive --------------------------------------------------------------- In The Challenger Sale, Matthew Dixon and Brent Adamson overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Based on new research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again.

This book presents an accessible and up to date analysis of globalization and the consequences for global financial markets, firms, and nation states. It will be a useful guide for researchers and students across the social sciences.

Conventional Wisdom holds that to increase loyalty, companies must "delight" customers by exceeding service expectations. But no matter how exciting special deals may be, the "dazzle factor" does not solve customer problems.This book presents a breakthrough idea about how to win customer loyalty.

Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach.

This book challenges traditional relationship-building in B2B sales, revealing that most sales reps fit into five profiles. Among them, only the Challenger consistently achieves high performance, suggesting a new approach to selling complex solutions.