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Item #:
4941662
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
88% of respondents would recommend this to a friend
Item #:
4941662
BDT 2512
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What Stands Out
Targeted Approach
This book uncovers strategies to identify and engage hidden influencers within organizations, empowering sales professionals to enhance their effectiveness in navigating complex buying environments.
Competitive Insights
Gain critical insights into buyer dynamics and the challenges faced when selling to multiple stakeholders, equipping readers with the tools to stand out in competitive landscapes.
Practical Framework
Offers a practical framework for identifying and leveraging the Challenger Customer, allowing readers to implement actionable strategies that drive higher sales success and build stronger client relationships.
Product Details
- 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.
| Publisher | Portfolio |
| Publication date | September 8, 2015 |
| Edition | Illustrated |
| Language | English |
| Print length | 288 pages |
| ISBN-10 | 1591848156 |
| ISBN-13 | 978-1591848158 |
| Item Weight | 1.05 pounds (480 grams) |
| Dimensions | 6.26 x 1.09 x 9.31 inches (15.9 x 2.8 x 23.6 cm) |
Who Should Buy?
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Sales Professionals
Ideal for sales personnel seeking to identify and engage hidden influencers to enhance overall sales outcomes.
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Marketing Teams
Helpful for marketing teams aiming to refine their strategies by understanding the dynamics of customer influence in B2B context.
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Business Leaders
Essential reading for business leaders looking to drive results through effective engagement with key decision-makers.
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Entry-Level Staff
May not resonate with entry-level employees unfamiliar with complex sales strategies and industry-specific nuances.
Product Description
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Sales & Selling Editorial Review
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results provides a fresh perspective on B2B sales by emphasizing the need to understand and engage with multiple stakeholders involved in decision-making. The authors argue that traditional selling methods are insufficient; instead, sales professionals must identify and empower Mobilizers within organizations to build consensus and drive towards a collective path for change. The book draws from extensive research, offering relevant examples and detailed strategies for equipping teams to help facilitate effective communication and foster relationships between sales and marketing efforts. It encourages readers to rethink their sales approach, focusing on outside-in strategies to meet customer needs.
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Pros
- Introduces the concept of the Mobilizer effectively
- Backed by extensive primary research and examples
- Promotes collaboration between sales and marketing teams
- Encourages innovative thinking and different sales strategies
- Provides practical tools for engaging stakeholders
Cons
- Complex concepts may require additional time to master
Product Price History
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BDT 2512
Order now and get it around Tuesday, September 08
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Only 4 items left in stock.
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Features & Benefits
- Success of a sales team depends not only on the salesperson, but also on the potential customer who must have credibility, persuasive ability, and will to challenge their colleagues.
- High-performing B2B teams focus more on potential customers who are less interested in meeting, skeptical, and indifferent to the deal.
- Consensus among a wide range of players across the organization is required for big complex deals and these stakeholders don't always agree with each other even if an individual stakeholder is convinced.
- Challenger Customer unveils research-based tools to identify Talkers from Mobilizers in any organization and provides a blueprint for effective engagement.
- The limiting factor in closing deals for complex and massive deals is not around salesperson's inability but the inability of concerned influencers in the potential customer's organization to agree on a common problem.
- Low-hanging fruit are not ideal customers as they are already convinced and easier to build relationships with but they do not spur progress.
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