9 Steps to Winning in B2B Enterprise Sales: A ready reckoner on how to manage a B2B Corporate sales procedure

Dr. Vikas Sharma
7
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About the author

Dr. Vikas Sharma has more than 25 Years of experience of B2B Corporate Sales in India, USA, Europe and Singapore and holds a Ph.D. in Business Administration and a Masters Degree in Computer Science from BITS-Pilani in India 

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4.9
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Additional Information

Publisher
Dr. Vikas Sharma
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Published on
Feb 7, 2015
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Pages
45
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Best For
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Language
English
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Genres
Business & Economics / Sales & Selling / General
Business & Economics / Sales & Selling / Management
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Content Protection
This content is DRM protected.
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Matthew Dixon
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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.

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Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing

#1 New York Times Business Bestseller
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