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Foreword | p. ix |
Introduction: A Surprising Look into the Future | p. 1 |
The Evolving Journey of Solution Selling | p. 5 |
The Challenger (Part 1): A New Model for High Performance | p. 14 |
The Challenger (Part 2): Exporting the Model to the Core | p. 30 |
Teaching for Differentiation (Part 1): Why Insight Matters | p. 44 |
Teaching for Differentiation (Part 2): How to Build Insight-Led Conversations | p. 65 |
Tailoring for Resonance | p. 101 |
Taking Control of the Sale | p. 119 |
The Manager and the Challenger Selling Model | p. 140 |
Implementation Lessons from the Early Adopters | p. 170 |
Afterword | |
Challenging Beyond Sales | p. 187 |
Acknowledgments | p. 197 |
Challenger Coaching Guide (excerpt) | p. 205 |
Selling Style Self-Diagnostic | p. 208 |
Challenger Hiring Guide: Key Questions to Ask in the Interview | p. 210 |
Index | p. 215 |
Table of Contents provided by Ingram. All Rights Reserved. |
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.