{"title":"Brent Adamson","description":"\u003cp\u003eDiscover the insightful world of Brent Adamson, a distinguished author in the realm of business and entrepreneurship. Renowned for his transformative ideas and strategies, Adamson's works provide critical guidance for navigating today's competitive marketplace.\u003c\/p\u003e\n\n\u003cp\u003eBrent Adamson is widely celebrated for co-authoring influential books like \u003cem\u003eThe Challenger Customer\u003c\/em\u003e and \u003cem\u003eThe Challenger Sale\u003c\/em\u003e. His publications delve deep into revolutionary sales approaches, challenging traditional methods and advocating for adaptive techniques that align with modern buyer demands.\u003c\/p\u003e\n\n\u003cp\u003eIn \u003cem\u003eThe Challenger Sale\u003c\/em\u003e, Adamson introduces readers to a new selling approach that prioritises teaching, tailoring, and taking control, offering practical insights for becoming a high-performing sales professional. Meanwhile, \u003cem\u003eThe Challenger Customer\u003c\/em\u003e explores how understanding and engaging with complex customer groups can unlock success by creating consensus and ensuring sales effectiveness.\u003c\/p\u003e\n\n\u003cp\u003eAdamson's thought-provoking work is essential for anyone looking to enhance their marketing strategies or redefine their sales approach, making his collection a valuable resource for seasoned professionals and aspiring entrepreneurs alike.\u003c\/p\u003e","products":[{"product_id":"the-challenger-sale-by-matthew-dixon-9780670922857","title":"The Challenger Sale","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003eThe secret to sales success - don't just build relationships with customers. Challenge them.\u003c\/p\u003e\n\n\u003cp\u003eWhat'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.\u003c\/p\u003e\n\n\u003cp\u003e\u003cem\u003eThe Challenger Sale\u003c\/em\u003e by Matthew Dixon, Brent Adamson, and their colleagues at CEB explores this revolutionary concept. Their extensive study on the performance of thousands of sales reps worldwide has uncovered insights that could shake conventional sales wisdom to its core.\u003c\/p\u003e\n\n\u003cp\u003e\u003cem\u003eThe Challenger Sale\u003c\/em\u003e argues that classic relationship building is a losing approach. 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.\u003c\/p\u003e\n\n\u003cp\u003eInstead of overwhelming customers with facts and features, Challengers engage them with insights on how they can save or earn money. They customise their message to address the customer's exact needs and are assertive, pushing back when necessary and taking control of the sale.\u003c\/p\u003e\n\n\u003cp\u003eThe techniques that make Challengers successful are teachable to the average sales rep. Once you know how to identify Challengers, you can emulate their approach and integrate it across your sales force. The authors illustrate how virtually any average rep, when equipped with the right tools, can enhance customer loyalty leading to substantial growth.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Penguin Random House NZ","offers":[{"title":"Default Title","offer_id":46193609277676,"sku":"9780670922857","price":36.0,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/9780670922857.jpg?v=1739839675"},{"product_id":"the-challenger-customer-by-brent-adamson-9780241196564","title":"The Challenger Customer","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003eThe long-awaited sequel to the bestselling sales classic \u003cem\u003eThe Challenger Sale\u003c\/em\u003e.\u003c\/p\u003e\n\n\u003cp\u003eThe Challenger Sale team are back and this time they reveal something even more game-changing: the highest-performing sales teams don't focus on friendly, attentive customers. They target challenger customers.\u003c\/p\u003e\n\n\u003cp\u003eChallenger customers are sceptical, less interested in meeting, and indifferent. But they also have the persuasive skill and will to challenge their own organisations on your behalf and get the deal to the finish line. Based on new CEB research from thousands of B2B marketers, sellers, and buyers around the world, \u003cem\u003eThe Challenger Customer\u003c\/em\u003e shows you how to find these 'mobilizers' and equip them with the tools they need to champion the deal until it's completed.\u003c\/p\u003e\n\n\u003cp\u003eIt is your essential blueprint to making the deal again and again.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Penguin Random House NZ","offers":[{"title":"Default Title","offer_id":46337671725292,"sku":"9780241196564","price":35.0,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/23764973482273.jpg?v=1743712706"}],"url":"https:\/\/bookhero.pro\/collections\/brent-adamson.oembed","provider":"Book Hero","version":"1.0","type":"link"}