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The Challenger Customer
Selling to the Hidden Influencer Who Can Multiply Your Results
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The Challenger Customer
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Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, this book shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf.
Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world,The Challenger Customershows 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.
Book Hero Magic formatted this description to make it easier to read. While it's new and
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Description
The long-awaited sequel to the bestselling sales classic The Challenger Sale.
The Challenger Sale team are back and this time they reveal something even more game-changing: the highest-performing sales teams don't focus on friendly, attentive customers. They target challenger customers.
Challenger customers are sceptical, less interested in meeting, and indifferent. But they also have the persuasive skill and will to challenge their own organisations on your behalf and get the deal to the finish line. 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 they need to champion the deal until it's completed.
It is your essential blueprint to making the deal again and again.
Book Hero Magic summarised reviews for this book. While it's new and still learning, it may not be perfect - your feedback is welcome! HOW HAS THIS BEEN REVIEWED?
The Challenger Customer is praised for offering a comprehensive approach to understanding complex customer interactions and improving sales strategies. It is seen as a valuable resource for transforming sales and marketing methods to align with modern business challenges. The book is highly regarded for its evidence-based insights and practical guidance, making it influential in shaping future business strategies.
Book Details
INFORMATION
ISBN: 9780241196564
Publisher: Penguin Books Ltd
Format: Paperback / softback
Date Published: 03 September 2015
Country: United Kingdom
Imprint: Portfolio Penguin
Audience: Tertiary education, Professional and scholarly
DIMENSIONS
Spine width: 21.0mm
Width: 153.0mm
Height: 233.0mm
Weight: 351g
Pages: 288
About the Author
BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review. MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review. PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to Forbes and the Harvard Business Review. NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review. CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders and their teams with insight and actionable solutions to transform operations.
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