The Challenger Customer

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 ...

The Challenger Customer

The Challenger Customer

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.

More Books:

The Challenger Customer
Language: en
Pages: 256
Authors: Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman
Categories: Business & Economics
Type: BOOK - Published: 2015-09-08 - Publisher: Penguin

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
The Challenger Sale
Language: en
Pages: 240
Authors: Matthew Dixon, Brent Adamson
Categories: Business & Economics
Type: BOOK - Published: 2012-10-01 - Publisher: Penguin UK

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships
The Challenger Customer
Language: en
Pages:
Authors: Matthew Dixon, Brent Adamson
Categories: Business & Economics
Type: BOOK - Published: 2015 - Publisher:

Books about The Challenger Customer
Analysis of of Brent Adamson and Matthew Dixon's the Challenger Customer
Language: en
Pages: 32
Authors: Sumoreads
Categories: Business & Economics
Type: BOOK - Published: 2018-01-29 - Publisher: Createspace Independent Publishing Platform

PLEASE NOTE: This is a summary, analysis and review of the book and not the original book. In The Challenger Customer: Selling to the Hidden Influencer who can Multiply Your Results authors Abramson, Dixon, Spenner, and Toman present a new method for sellers to see more success. They base their
The Challenger Customer
Language: en
Pages: 288
Authors: Matthew Dixon, Brent Adamson, Pat Spenner, Nick Toman
Categories: Business & Economics
Type: BOOK - Published: 2015-09-03 - Publisher: Penguin UK

The long-awaited sequel to the bestselling sales classic The Challenger Sale 'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' DANIEL H. PINK, author of To Sell is Human and Drive Four years ago, the authors behind The Challenger

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