Score: 3.5
From 409 Ratings

The Challenger Sale


  • Author: Matthew Dixon & Brent Adamson
  • Release Date : 2011-11-10
  • Genre: Marketing & Sales
  • File Size: 8634428 Bytes


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 c...

Score: 4
From 346 Ratings

A Taste of Irrationality


  • Author: Dr. Dan Ariely
  • Release Date : 2010-07-28
  • Genre: Marketing & Sales
  • File Size: 1648814 Bytes


Sample chapters from Predictably Irrational and Upside of Irrationality. Predictably IrrationalWhy do our headaches persist after we take a one-cent aspirin but disappear when we take a fifty-cent aspirin? Why do we splurge on a lavish meal but cut coupons to save twenty-five cents on a can of soup? When it comes to making decisions in our lives, we think we're making smart, rational choices. But are we? In this newly revised and expanded edition of the groundbreaking New York Times bestseller, Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. From drinking coffee to losing weight, from buying a car to choosing a romantic partner, we consistently overpay, underestimate, and procrastinate. Yet these misguided beha...