Coverart for item
The Resource The Challenger Customer

The Challenger Customer

Label
The Challenger Customer
Title
The Challenger Customer
Creator
Subject
Summary
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
http://library.link/vocab/creatorName
  • Adamson, Brent
  • Dixon, Matthew
  • Spenner, Pat
  • Toman, Nick
Nature of contents
dictionaries
http://library.link/vocab/subjectName
  • Nonfiction
  • Sales & Marketing
  • Business
Label
The Challenger Customer
Instantiates
Publication
Control code
OVERDRIVE:06c33ea0-b9da-45ef-9c9d-2815c0091a86
Dimensions
4 3/4 in. or 12 cm.
Form of item
electronic
http://library.link/vocab/inputERC
True
Isbn
9780698406186
http://library.link/vocab/resourcePreferred
True
Specific material designation
optical disk
Label
The Challenger Customer
Publication
Control code
OVERDRIVE:06c33ea0-b9da-45ef-9c9d-2815c0091a86
Dimensions
4 3/4 in. or 12 cm.
Form of item
electronic
http://library.link/vocab/inputERC
True
Isbn
9780698406186
http://library.link/vocab/resourcePreferred
True
Specific material designation
optical disk

Library Locations

    • Merrimack Valley Library ConsortiumBorrow it
      4 High Street, Suite 175, North Andover, MA, 01845, US
      42.7009413 -71.1255084
Processing Feedback ...