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The Corporate Executive Board Company SEC GovHOME Form

The Corporate Executive Board Company SEC GovHOME Form

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The research that we strove to create was new-to-world ideas that no one ever thought of before that were specifically designed to reframe your thinking. That's how we were all trained. So, for people in the sales world who may have bumped into the book that came out of some of this, called “The Challenger Sale,” which we wrote, and (we also wrote) “The Challenger Customer”... Particularly with The Challenger Customer, the second of the two Challenger books: that book, honestly, is a step-by-step instruction manual on how we did research at CEB. It’s all about understanding the status quo, understanding what's the under-appreciated insight that no one’s fully understood, coming up with enough evidence to show that--that alternate perspective is compelling sufficiently to take action on, and then building a case for action, and then making it tactical so you know what to actually do. So it was all about what we called disagreement research. Everything we did

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