{"title":"Matthew Dixon","description":"\u003cp\u003eExplore the transformative insights of \u003cstrong\u003eMatthew Dixon\u003c\/strong\u003e, a pioneering author in the fields of business strategy and sales effectiveness. Renowned for his in-depth exploration of customer engagement and sales techniques, Dixon brings a wealth of knowledge to both seasoned professionals and budding entrepreneurs.\u003c\/p\u003e\n\n\u003cp\u003eDelve into \u003cem\u003eThe Challenger Sale\u003c\/em\u003e, a book that introduces groundbreaking strategies for building stronger professional relationships and driving sales growth. Dixon's work shines a light on the effectiveness of challenging the status quo, pushing readers to re-evaluate traditional sales methods.\u003c\/p\u003e\n\n\u003cp\u003e\u003cem\u003eThe Challenger Customer\u003c\/em\u003e expands on these themes, offering readers an understanding of how to win over today's complex and empowered buyers. It's an essential read for those navigating the ever-evolving business landscape.\u003c\/p\u003e\n\n\u003cp\u003eIn \u003cem\u003eThe Jolt Effect\u003c\/em\u003e and \u003cem\u003eThe Activator Advantage\u003c\/em\u003e, Dixon further explores innovative approaches that empower readers to harness new opportunities and adapt to changes with agility and confidence.\u003c\/p\u003e\n\n\u003cp\u003eWhether you're looking to enhance your business acumen or refine your sales strategy, Matthew Dixon's compelling collection provides invaluable tools for success in today's competitive marketplace.\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"},{"product_id":"the-jolt-effect-by-matthew-dixon-9780593538104","title":"The Jolt Effect","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003eFrom the bestselling co-author of \u003cem\u003eThe Challenger Sale\u003c\/em\u003e, a paradigm-shattering approach to overcoming customer indecision and closing more sales.\u003c\/p\u003e\n\n\u003cp\u003eIn 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.\u003c\/p\u003e\n\n\u003cp\u003eFor years, sales expert Matthew Dixon has been busting longstanding business myths. Now in \u003cem\u003eThe JOLT Effect\u003c\/em\u003e, 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.\u003c\/p\u003e\n\n\u003cp\u003ePacked with robust data, counterintuitive insights, and practical guidance, \u003cem\u003eThe JOLT Effect\u003c\/em\u003e is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Penguin Random House NZ","offers":[{"title":"Default Title","offer_id":46723749216492,"sku":"9780593538104","price":85.0,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/8370833482399.jpg?v=1754690356"},{"product_id":"the-activator-advantage-by-rory-channer-9798892790574","title":"The Activator Advantage","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003e\u003cstrong\u003eA proven approach used by today's best professional service partners to win, retain, and grow client relationships.\u003c\/strong\u003e\u003c\/p\u003e\n\n\u003cp\u003eThere is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients, even long-standing ones for whom firms have consistently delivered unquestioned value, are much less loyal to those firms and partners than they once were. This dramatic shift in client behaviour has rendered traditional approaches to business development not only ineffective but counterproductive.\u003c\/p\u003e\n\n\u003cp\u003eBut top performers have figured out a radical new approach that is redefining what it means to be a rainmaker in today's professional services market.\u003c\/p\u003e\n\n\u003cp\u003eDrawing on a comprehensive, quantitative study of nearly three thousand partners spanning law, accounting, consulting, investment banking, executive search, and public relations, \u003ci\u003eThe Activator Advantage\u003c\/i\u003e identifies five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth.\u003c\/p\u003e\n\n\u003cp\u003eActivators deeply embed business development habits into their daily workflow, aggressively leverage their internal and external networks, and proactively deliver both business and personal value to clients—all of which not only helps shield them from the vagaries of modern client buying behaviour but also lays the groundwork for more loyal, longer-lasting relationships.\u003c\/p\u003e\n\n\u003cp\u003ePacked with eye-opening data, counterintuitive insights, and robust case examples, \u003ci\u003eThe Activator Advantage\u003c\/i\u003e provides the roadmap for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, and firm profitability in the new era of fading client loyalty.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Gardners Books Ltd","offers":[{"title":"Default Title","offer_id":47341218660588,"sku":"9798892790574","price":78.0,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/21973683488914.jpg?v=1772186203"}],"url":"https:\/\/bookhero.pro\/collections\/matthew-dixon.oembed","provider":"Book Hero","version":"1.0","type":"link"}