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The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
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'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 Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers.
Challenger customers are sceptical, less interested in meeting, and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with.
Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again.
thechallengercustomer.co.uk
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A note on book covers: while we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.
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One Line Summary
Target challenging customers for sales success.
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Who is this book for?
If you're involved in B2B sales, this book offers a fresh perspective on how to reach the most influential customers—those tough, skeptical challengers. It provides practical insights on identifying and empowering these mobilizers within organizations, which could significantly boost your sales results. Many readers find it eye-opening and a game-changer for strategic selling.