The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
£12.60£16.10 (-22%)
From the authors of the internationally-bestselling business 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
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In The Challenger Sale, Matthew Dixon and Brent Adamson 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 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.
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Additional information
| Publisher | Portfolio Penguin (3 Sept. 2015) |
|---|---|
| Language | English |
| Paperback | 288 pages |
| ISBN-10 | 0241196566 |
| ISBN-13 | 978-0241196564 |
| Dimensions | 15.3 x 2.1 x 23.4 cm |
by Dave Lester
Good read
by Karl B
Fantastic book, some very good advice on how to penetrate an organisation the right way and avoid those hit and miss situations we know all too well. I would both novice sales people and to seasoned professionals. No matter what level you are at reading good books can only help you, and this is certainly one of those good books.
by Darren
Would highly recommend this book for marketers and sales for a fresh look into educational informative insight for their customers. This book wont solve all your problems however gives good suggestive examples of approaching the correct stakeholders and coaching them towards the importance of your insight and knowledge.
by Amazon Customer
I have started what I have learnt in my everyday sale role and already seeing value
by Paul Roberts, New Oxford Consulting
The Challenger Customer develops The Challenger Sale story and provides what CEB does well…counter-intuitive findings that make you consider what’s best for your company. Targeting and selling into ‘Mobilizers’ (the movers & shakers) isn’t a new approach however the book provides deep analysis on the types of mobilizer to approach, how to get consensus from multiple decision-makers and, perhaps troubling text for some S&M Heads, when tailoring for individual resonance backfires.
If you haven’t read The Challenger Sale but understand the idea of leading with insight to change the sales conversation, you could fast forward straight to The Challenger Customer – elements from the original book are covered again.
The two largest issues raised from companies implementing Challenger concepts are that a) creating highly differentiated insights is too hard and b) adoption efforts run out of steam. This has resulted in some organisations trying but then turning their back on this approach, or struggling along hoping they can still nail it. With that in mind, whilst The Challenger Customer appears to have more answers for success, some companies may question whether they can take on more change. However, those that have successfully embedded Challenger will use this book to consider what to add.
Well worth a read. Rated it as 4 stars – I liked it. Not as powerful as The Challenger Sale, but that’s a tough ask.
by Mr Peter Bambridge
Working through this one, very high quality book.
by Amazon Customer
Thought provoking. We will be taking lessons from this book forward in our own company. Loved the dentist example, but would have preferred 1 or 2 more.
by Ali
The book is insightful in some areas but a lot of it is actually common sense or will already be known. The structure of the book deep dives into areas which most people already know AND is not a “global” perspective. Overall the book is outdated and will not relate to A LOT of readers (stating the obvious). Was not worth the money but I chose to explore anyway