The Challenger Customer

Unlock the secrets to thriving in today’s complex sales landscape with 'The Challenger Customer'. This groundbreaking sequel to the bestselling 'The Challenger Sale' equips B2B marketers and sales professionals with innovative strategies to cultivate challenger customers—those critical decision-makers who question the status quo and drive successful sales outcomes. Originally published by Penguin UK in 2015, this trade paperback edition spans 288 pages, blending cutting-edge research with actionable insights.

Drawing upon new CEB research, this essential guide teaches you how to identify and empower 'mobilizers' within your target organizations. Challenger customers are discerning and skeptical, making them a unique breed in the sales funnel. Understanding their psychology is key; they’re less swayed by friendly sales pitches and more inclined to choose partners who can provide credible insights to challenge their teams' norms.

By mastering the techniques outlined in this comprehensive handbook, you'll be able to deliver substantial value, create meaningful connections, and ultimately win more sales with these demanding customers. This book is not just about closing a single deal; it's about establishing a sustainable sales strategy that positions you for recurring success.

Whether you are a seasoned sales veteran or new to the field, 'The Challenger Customer' will transform your approach and ensure you meet the challenges of modern selling with confidence and clarity. Don’t miss the opportunity to elevate your sales game with this must-read resource in your professional library. Enjoy free shipping on your order, though please note that combined shipping is not available with this item.

Condition: BRAND NEW
ISBN: 9780241196564
Format: Trade paperback (UK)
Year: 2015
Publisher: Penguin UK
Pages: 288


Description:
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 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
%%%The long-awaited sequel to the bestselling sales classic The Challenger Sale

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