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BENEFITS OF DOCUMENT
DESCRIPTION
Great primer and reusable slides for the best selling book "The Challenger Sale: Taking Control of the Customer Conversation", November 10, 2011, by Matthew Dixon and Brent Adamson.
Use it as reminder of the key concepts you have learned from the book, and share it with your colleagues and your teams to change the way you do B2B marketing and sales.
1-2 Executive summary
3. Customers don't need you the way they used to
4. Solution selling has been the holy grail for a long time...
5. ... but it has increasingly become a burden to both customers and suppliers
6. Can one type of sales rep make a difference?
7. The characteristics of insight selling
8. Insight selling in practice
9. The advantages of insight selling
10. Think about the possibilities
11. Winning at insight selling requires specific capabilities
12. How can you build these capabilities?
13. Partnering
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Source: Best Practices in Sales PowerPoint Slides: The Challenger Selling Model Primer PowerPoint (PPTX) Presentation, Visual Time Value
OVERVIEW
Over 10 years of experience in management consulting, 5 in financial services, 4 in start ups and executive leadership.
As of day 1, I have combined management theories with practical business challenges, translating analysis and strategic insight into simple to understand visual representations.
That's always been a key factor helping me getting to the top.
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