Challenger

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 47,8 Mb
Release : 2011-11-10
Category : Business & Economics
ISBN : 9781101545898

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The Challenger Sale by Matthew Dixon,Brent Adamson Pdf

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.

Author : Jean Marzollo,Walter Wick
Publisher : Unknown
Page : 31 pages
File Size : 45,9 Mb
Release : 2005
Category : Juvenile Nonfiction
ISBN : 0439684218

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I Spy Extreme Challenger! by Jean Marzollo,Walter Wick Pdf

Rhyming verses ask readers to find hidden objects in the photographs.

Author : Taran Matharu
Publisher : Feiwel & Friends
Page : 352 pages
File Size : 42,7 Mb
Release : 2020-08-11
Category : Young Adult Fiction
ISBN : 9781250138736

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The Challenger by Taran Matharu Pdf

The stakes are higher than ever in The Challenger, the second book in the Contender YA trilogy by the New York Times bestselling author of the Summoner series, Taran Matharu. The first battle is over, but the Game is just beginning... Cade Carter and his friends have survived the qualifying round of the mysterious overlords' twisted games, decimated by the loss of so many of their comrades during the fight. But they have no time to mourn, for the next round of trials is about to begin. When the group discovers that their next foe will be even more ferocious than the last, Cade leads them on a quest out into their strange new world to find anything that might give them an edge. But what they find in the wilds could prove to be even more dangerous than the impending battle... The stakes are higher than ever in this thrilling sequel to The Chosen.

Author : Diane Carey
Publisher : Simon and Schuster
Page : 420 pages
File Size : 40,7 Mb
Release : 2000
Category : Kirk, James T. (Fictitious character)
ISBN : 9780671042981

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Challenger by Diane Carey Pdf

The "Enterprise's*" tour of duty is coming to an end, but the crew's relief arrives badly damaged and in need of assistance. Before the "Enterprise" can return home, the crew will have to join the bold new ship in facing the settlement's final and most deadly challenge.

Author : Diane Vaughan
Publisher : University of Chicago Press
Page : 622 pages
File Size : 45,5 Mb
Release : 2016-01-04
Category : Technology & Engineering
ISBN : 9780226346960

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The Challenger Launch Decision by Diane Vaughan Pdf

“An in-depth account of the events and personal actions which led to a great tragedy in the history of America’s space program.” —James D. Smith, former Solid Rocket Booster Chief, NASA, Marshall Space Flight Center When the Space Shuttle Challenger exploded on January 28, 1986, millions of Americans became bound together in a single, historic moment. Many still vividly remember exactly where they were and what they were doing when they heard about the tragedy. Diane Vaughan recreates the steps leading up to that fateful decision, contradicting conventional interpretations to prove that what occurred at NASA was not skullduggery or misconduct but a disastrous mistake. Why did NASA managers, who not only had all the information prior to the launch but also were warned against it, decide to proceed? In retelling how the decision unfolded through the eyes of the managers and the engineers, Vaughan uncovers an incremental descent into poor judgment, supported by a culture of high-risk technology. She reveals how and why NASA insiders, when repeatedly faced with evidence that something was wrong, normalized the deviance so that it became acceptable to them. In a new preface, Vaughan reveals the ramifications for this book and for her when a similar decision-making process brought down NASA’s Space Shuttle Columbia in 2003. “Vaughn finds the traditional explanation of the [Challenger] accident to be profoundly unsatisfactory . . . One by one, she unravels the conclusions of the Rogers Commission.” —The New York Times “A landmark study.” —Atlantic “Vaughn gives us a rare view into the working level realities of NASA . . . The cumulative force of her argument and evidence is compelling.” —Scientific American

Author : Paul Zazarine
Publisher : Unknown
Page : 134 pages
File Size : 55,8 Mb
Release : 1991
Category : Barracuda automobile
ISBN : 161060816X

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Barracuda and Challenger by Paul Zazarine Pdf

Author : Andrew Cosby,Andy Schmidt
Publisher : Boom! Studios
Page : 115 pages
File Size : 44,7 Mb
Release : 2010-03-09
Category : Comics & Graphic Novels
ISBN : 9781641449458

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Challenger Deep by Andrew Cosby,Andy Schmidt Pdf

From the creator of thehit Sci-Fi Channel series, EUREKA! When an experimental nuclear submarine is marooned in a deposit of methane ice deep in the Marianas Trench, an elite salvage team mounts a daring rescue to prevent an explosive chain reaction that could lead to global disaster!

Author : Peter Grist
Publisher : Veloce Publishing Ltd
Page : 188 pages
File Size : 43,9 Mb
Release : 2009-04
Category : Transportation
ISBN : 9781845841058

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Dodge Challenger & Plymouth Barracuda by Peter Grist Pdf

This ultimate Chrysler pony car book features every series and model of pony car made by the Chrysler Corporation in the 1960s and 70's, including the slippery Barracuda and the classic Dodge Challenger.

Author : Melanie Challenger
Publisher : Catapult
Page : 359 pages
File Size : 54,7 Mb
Release : 2021-03-16
Category : Nature
ISBN : 9781640094635

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On Extinction by Melanie Challenger Pdf

Realizing the link between her own estrangement from nature and the cultural shifts that led to a dramatic rise in extinctions, award–winning writer Melanie Challenger travels in search of the stories behind these losses. From an exploration of an abandoned mine in England to an Antarctic sea voyage to South Georgia's old whaling stations, from a sojourn in South America to a stay among an Inuit community in Canada, she uncovers species, cultures, and industries touched by extinction. Accompanying her on this journey are the thoughts of anthropologists, biologists, and philosophers who have come before her. Drawing on their words as well as firsthand witness and ancestral memory, Challenger traces the mindset that led to our destructiveness and proposes a path of redemption rooted in our emotional responses. This sobering yet illuminating book looks beyond natural devastation to examine "why" and "what's next."

Author : Melanie Challenger
Publisher : Penguin
Page : 320 pages
File Size : 55,7 Mb
Release : 2021-03-23
Category : Social Science
ISBN : 9780735238138

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How to Be Animal by Melanie Challenger Pdf

What makes us human, and why are we so sure we're different from other animals? Humans are the most inquisitive, emotional, imaginative, aggressive, and baffling animals on the planet. But how well do we really know ourselves? How to Be Animal rewrites the remarkable human story and argues that at the heart of our psychology is a profound struggle with being animal. Most of our effects on the planet are the consequences of technological improvements and advances in our understanding of natural mechanisms. But why did this cognitive and technological edge come about in the first place and what kind of being has it made us? In How to Be Animal, Challenger brilliantly argues that this dizzying trajectory is the result of a singular characteristic of our species: the struggle with being an animal. Using a combination of memoir, historical texts, interweaving interviews and cultural and environmental history, How to Be Animal is lively and thought-provoking, bursting with ideas. This is a book for anyone who has ever contemplated what humans are and what makes our species so simultaneously brilliant and awful. Even more so, it is a book that asks tantalizing philosophical questions, such as whether and how human life matters. How to Be Animal is a tough-minded but ultimately sympathetic portrait of humanity. It exposes human beings as extraordinary animals defined by a profound struggle. In the third millennium, the way humans respond to being an animal among animals is the greatest and most inspiring challenge we face.

Author : David Feintuch
Publisher : Aspect
Page : 447 pages
File Size : 43,9 Mb
Release : 2001-05-01
Category : Fiction
ISBN : 9780759523968

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Challenger's Hope by David Feintuch Pdf

The silent hell of deep space holds certain death for the unwary. It is the task of the UN Navy to defend the starways, no matter the danger. An ailen attack and an admiral's betrayal leave a wounded Commander Seafort stranded aboard a doomed ship.

Author : Brent Adamson,Matthew Dixon,Pat Spenner,Nick Toman
Publisher : Portfolio
Page : 290 pages
File Size : 46,9 Mb
Release : 2015-09-08
Category : Business & Economics
ISBN : 9781591848158

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The Challenger Customer by Brent Adamson,Matthew Dixon,Pat Spenner,Nick Toman Pdf

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Author : Davide Vittori
Publisher : Taylor & Francis
Page : 251 pages
File Size : 47,9 Mb
Release : 2023-07-18
Category : Political Science
ISBN : 9781000915150

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Southern European Challenger Parties against the Mainstream by Davide Vittori Pdf

This book focuses on the rise of new challenger parties and the magnitude of their impact on political systems and the existing political order in Southern Europe in the aftermath of the Great Recession. Examining Podemos (Spain), SYRIZA (Greece), and M5S (Italy), it highlights the differences and commonalities between them and their voters. The book reveals whether these parties were effectively able to change the status quo represented by mainstream parties and, secondly, whether they created novel organizational structures capable of “bring the people in”, that is, of re-mobilizing disenfranchised voters and of re-inventing the concept of participation within the political party. This book will be of key interest to scholars and students of party politics, representation, leadership, political elites, public opinion, populism, and more broadly to comparative politics, European studies, and contemporary European history.

Author : Neal Shusterman
Publisher : Harper Collins
Page : 320 pages
File Size : 45,6 Mb
Release : 2015-04-21
Category : Young Adult Fiction
ISBN : 9780062231727

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Challenger Deep by Neal Shusterman Pdf

National Book Award * Golden Kite Award Winner * Six Starred Reviews A captivating novel about mental illness that lingers long beyond the last page, Challenger Deep is a heartfelt tour de force by New York Times bestselling author Neal Shusterman. Caden Bosch is on a ship that's headed for the deepest point on Earth: Challenger Deep, the southern part of the Marianas Trench. Caden Bosch is a brilliant high school student whose friends are starting to notice his odd behavior. Caden Bosch is designated the ship's artist in residence to document the journey with images. Caden Bosch pretends to join the school track team but spends his days walking for miles, absorbed by the thoughts in his head. Caden Bosch is split between his allegiance to the captain and the allure of mutiny. Caden Bosch is torn. Challenger Deep is a deeply powerful and personal novel from one of today's most admired writers for teens. Laurie Halse Anderson, award-winning author of Speak, calls Challenger Deep "a brilliant journey across the dark sea of the mind; frightening, sensitive, and powerful. Simply extraordinary."

Author : Kevin Cook
Publisher : Henry Holt and Company
Page : 320 pages
File Size : 40,6 Mb
Release : 2021-06-08
Category : History
ISBN : 9781250755568

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The Burning Blue by Kevin Cook Pdf

The untold story of a national trauma—NASA’s Challenger explosion—and what really happened to America’s Teacher in Space, illuminating the tragic cost of humanity setting its sight on the stars You’ve seen the pictures. You know what happened. Or do you? On January 28, 1986, NASA’s space shuttle Challenger exploded after blasting off from Cape Canaveral. Christa McAuliffe, America’s “Teacher in Space,” was instantly killed, along with the other six members of the mission. At least that's what most of us remember. Kevin Cook tells us what really happened on that ill-fated, unforgettable day. He traces the pressures—leading from NASA to the White House—that triggered the fatal order to launch on an ice-cold Florida morning. Cook takes readers inside the shuttle for the agonizing minutes after the explosion, which the astronauts did indeed survive. He uncovers the errors and corner-cutting that led an overconfident space agency to launch a crew that had no chance to escape. But this is more than a corrective to a now-dimming memory. Centering on McAuliffe, a charmingly down-to-earth civilian on the cusp of history, The Burning Blue animates a colorful cast of characters: a pair of red-hot flyers at the shuttle's controls, the second female and first Jewish astronaut, the second Black astronaut, and the first Asian American and Buddhist in space. Drawing vivid portraits of Christa and the astronauts, Cook makes readers forget the fate they're hurtling toward. With drama, immediacy, and shocking surprises, he reveals the human price the Challenger crew and America paid for politics, capital-P Progress, and the national dream of "reaching for the stars."