Finding the best challenger sale audiobook suitable for your needs isnt easy. With hundreds of choices can distract you. Knowing whats bad and whats good can be something of a minefield. In this article, weve done the hard work for you.
![[(The Challenger Sale: Taking Control of the Customer Conversion )] [Author: Matthew Dixon] [Jan-2013]](https://images-na.ssl-images-amazon.com/images/I/51WdCqjvL0L.jpg)
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1. Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
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Fanatical Prospecting The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling TelephoneDescription
Ditch the failed sales tactics, fill your pipeline, and crush your number.
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting.
The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people in the real world with real prospects.
Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
This book reveals the secrets, techniques, and tips of top earners. You'll learn:
- Why the 30-Day Rule is critical for keeping the pipeline full
- Why understanding the Law of Replacement is the key to avoiding sales slumps
- How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection
- The 5 C's of Social Selling and how to use them to get prospects to call you
- How to use the simple 5-Step Telephone Framework to get more appointments fast
- How to double callbacks with a powerful voice mail technique
- How to leverage the powerful 4-Step Email Prospecting Framework to create emails that compel prospects to respond
- How to get text working for you with the 7-Step Text Message Prospecting Framework
- And so much more!
Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You'll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller coaster for good!
2. The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
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Based on an exhaustive study of hundreds of sales reps and thousands of customers across multiple industries, the authors found that every potential customer contact falls into one of seven distinct profiles. While many are worth talking to, the highest performing reps concentrated their time on a specific few. Most sales reps prefer to approach customers who are open and eager to meet with them, people with clearly articulated needs that make them easy to connect to solutions. The authors call these customers Talkers. The high performers spent their time, instead, with customers who were less eager to meet, generally skeptical and difficult to manage, and much more apt to be agnostic about one supplier over another. They call these customers Mobilizers.
High performers understand what their average-performing colleagues don't: in a world in which complex deals require widespread consensus across a diverse - and typically dysfunctional - set of customer stakeholders, only Mobilizers have the skill and the will to fight for large-scale, disruptive change and, ultimately, help win the deal. Challenger sellers, in other words, target Challenger customers.
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization.
Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
3. The Challenger Sale: Taking Control of the Customer Conversation
Description
What'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.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.Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
4. To Sell Is Human: The Surprising Truth about Moving Others
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From the best-selling author of Drive and A Whole New Mind comes a surprising - and surprisingly useful - new book that explores the power of selling in our lives.
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase.
But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight.
Whether we're employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we're all in sales now.
To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extroverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.
Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book - one that will change how you see the world and transform what you do at work, at school, and at home.
5. Predictable Revenue: Turn Your Business Into A Sales Machine with the $100 Million Best Practices of Salesforce.com
Description
Grow Revenyue by 300% Or More and Make it Predictable
Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth... with zero cold calls.
This is not another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention?
LEARN INSIDE
- How an outbound sales process ("Cold Calling 2.0"), that without cold calls or a marketing budget, can generate a 9% response rate and millions of dollars from cold prospects.
- The Seven Fatal Sales Mistakes CEOs and Sales VPs (even experienced ones) make time and time again.
- How outbound sales and selling can be friendly, helpful and enjoyable.
- How to develop self-managing sales teams, turning your employees into mini-CEOs. And more...
6. Summary of Mathew Dixon and Brent Adamson's The Challenger Sale
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PLEASE NOTE: This is a summary, analysis and review of the book and not the original book.
Matthew Dixon and Brent Adamson's insightful book, The Challenger Sale: Taking Control of the Customer Conversation offers the results of their research on thousands of sales reps and the best way to sell.
This SUMOREADS Summary & Analysis offers supplementary material to The Challenger Sale to help you distill the key takeaways, review the book's content, and further understand the writing style and overall themes from an editorial perspective. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not this book is for you, SUMOREADS Summary & Analysis is here to help. Absorb everything you need to know in under 20 minutes!
What does this SUMOREADS Summary & Analysis Include?
- Executive Summary of the original book
- Editorial Review
- Key takeaways & analysis of each section
- A short bio of the the authors
Original Book Summary Overview
In The Challenger Sale, Dixon and Adamson dig through mountains of research on thousands of sales reps to find what makes some reps exceptional performers in a complex sales environment. Packed with proven insights and practical guidelines for implementing the Challenger Sales Model, this book is the harbinger of a sales revolution that is long overdue. The Challenger Sale is a must-read for any salesperson, team leader, or senior executive.
BEFORE YOU BUY: The purpose of this SUMOREADS Summary & Analysis is to help you decide if it's worth the time, money and effort reading the original book (if you haven't already). SUMOREADS has pulled out the essence-but only to help you ascertain the value of the book for yourself. This analysis is meant as a supplement to, and not a replacement for, The Challenger Sale.
7. We Are Water: A Novel
Description
We Are Water is a disquieting and ultimately uplifting audiobook about a marriage, a family, and human resilience in the face of tragedy, from Wally Lamb, the New York Times best-selling author of The Hour I First Believed and I Know This Much is True.
After 27 years of marriage and three children, Anna Oh - wife, mother, outsider artist - has fallen in love with Viveca, the wealthy Manhattan art dealer who orchestrated her success. They plan to wed in the Oh family's hometown of Three Rivers in Connecticut. But the wedding provokes some very mixed reactions and opens a Pandora's Box of toxic secrets - dark and painful truths that have festered below the surface of the Ohs' lives.
We Are Water is a layered portrait of marriage, family, and the inexorable need for understanding and connection, told in the alternating voices of the Ohs: nonconformist, Anna; her ex-husband, Orion, a psychologist; Ariane, the do-gooder daughter, and her twin, Andrew, the rebellious only son; and free-spirited Marissa, the youngest. It is also a portrait of modern America, exploring issues of class, changing social mores, the legacy of racial violence, and the nature of creativity and art.
With humor and compassion, Wally Lamb brilliantly captures the essence of human experience and the ways in which we search for love and meaning in our lives.
The complete list of narrators includes Robin Miles and Sandy Rustin.
8. The Space Shuttle Challenger Disaster: The History and Legacy of NASA's Most Notorious Tragedy
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In the decades after the Apollo program, American space shuttles flew over 130 missions and successfully completed over 98 percent of them, but unfortunately, the two most famous missions were the ones that ended tragically aboard the Challenger and Columbia.
The Space Shuttle Challenger was the most heavily used space shuttle in the three years it was operational, carrying the first minority astronaut and woman astronaut into space. Challenger was also the first space shuttle to complete a landing at night.
On the morning of January 28, 1986, the Space Shuttle Challenger launched for the 10th time, beginning mission STS-51-L. Space shuttles had already successfully completed 24 missions, and no American spacecraft had ever failed to reach orbit during an official mission. On this mission, the Challenger was carrying a satellite for the Tracking and Data Relay Satellites system, which was to be deployed in orbit. The crew included Ronald McNair, who had already been the second African-American in space, and Ellison Onizuka, who had already been the first Asian-American astronaut in space. But the highlight of the mission was to be the "NASA Teacher in Space Project," in which a civilian teacher would give teaching lessons to his or her class while onboard the space shuttle. The winner of the competition was Christa McAuliffe, a high school teacher in Concord, New Hampshire, who wrote a winning essay and had to undergo a year of astronaut training before that fateful day.
That morning, many spectators came to the Kennedy Space Center to watch the launch. Several news networks were carrying live broadcasts of the launch, including live shots of McAuliffe's parents as they watched the Challenger liftoff. Mission Control's transmissions to the Challenger were being blared over loudspeakers to give spectators a play-by-play of the shuttle's ascent.
Ascent seemed to be going normally during the first minute, but about 75 seconds into the ascent, a plastic O-ring used to seal a joint in one of the solid rocket boosters failed, causing a breach of hot gas. That gas spread to the other rocket booster and the external fuel tank, causing an explosion. When the spectators saw the explosion, many of them started cheering, unaware of what was really happening. But Mission Control quickly announced that there had been some sort of problem, and the crowd became confused and then panicky as the space shuttle, fuel tank and rocket boosters all broke apart and flew in opposite directions. Some cameras fixed on the falling debris as it fell to the ocean, while others stayed focused on McAuliffe's parents.
The entire crew was killed in the explosion, and investigations concluded that they may have survived until crashing into the ocean. After the Challenger disaster, the space shuttles were grounded for about two years, and a commission issued findings that would be used in an effort to prevent similar tragedies.
9. [(The Challenger Sale: Taking Control of the Customer Conversion )] [Author: Matthew Dixon] [Jan-2013]
