The Challenger Customer - Selling to the Hidden Influencer Who Can Multiply Your Results-logo

The Challenger Customer - Selling to the Hidden Influencer Who Can Multiply Your Results

Brent Adamson

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Description:

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 rese

Language:

English

Narrators:

Matthew Dixon, Nick Toman, Pat Spenner, Steve Kramer

Length:

8h 42m


Chapters

Free Sample

05:00

Chapter 1
Chapter 1

00:20


Chapter 2
Chapter 2

09:23


Chapter 3
Chapter 3

05:03


Chapter 4
Chapter 4

05:23


Chapter 5
Chapter 5

07:32


Chapter 6
Chapter 6

03:25


Chapter 7
Chapter 7

07:43


Chapter 8
Chapter 8

09:07


Chapter 9
Chapter 9

06:29


Chapter 10
Chapter 10

05:05


Chapter 11
Chapter 11

05:00


Chapter 12
Chapter 12

05:43


Chapter 13
Chapter 13

09:11


Chapter 14
Chapter 14

04:43


Chapter 15
Chapter 15

06:48


Chapter 16
Chapter 16

08:03


Chapter 17
Chapter 17

05:24


Chapter 18
Chapter 18

05:03


Chapter 19
Chapter 19

04:46


Chapter 20
Chapter 20

07:00


Chapter 21
Chapter 21

03:10


Chapter 22
Chapter 22

07:32


Chapter 23
Chapter 23

02:10


Chapter 24
Chapter 24

07:57


Chapter 25
Chapter 25

06:38


Chapter 26
Chapter 26

09:08


Chapter 27
Chapter 27

06:17


Chapter 28
Chapter 28

05:15


Chapter 29
Chapter 29

07:00


Chapter 30
Chapter 30

05:50


Chapter 31
Chapter 31

04:38


Chapter 32
Chapter 32

02:51


Chapter 33
Chapter 33

06:52


Chapter 34
Chapter 34

06:05


Chapter 35
Chapter 35

06:15


Chapter 36
Chapter 36

08:10


Chapter 37
Chapter 37

08:24


Chapter 38
Chapter 38

03:40


Chapter 39
Chapter 39

05:39


Chapter 40
Chapter 40

08:21


Chapter 41
Chapter 41

04:18


Chapter 42
Chapter 42

08:01


Chapter 43
Chapter 43

02:18


Chapter 44
Chapter 44

05:56


Chapter 45
Chapter 45

08:59


Chapter 46
Chapter 46

08:24


Chapter 47
Chapter 47

07:30


Chapter 48
Chapter 48

02:03


Chapter 49
Chapter 49

04:31


Chapter 50
Chapter 50

07:13


Chapter 51
Chapter 51

08:05


Chapter 52
Chapter 52

07:55


Chapter 53
Chapter 53

08:52


Chapter 54
Chapter 54

05:52


Chapter 55
Chapter 55

06:04


Chapter 56
Chapter 56

07:38


Chapter 57
Chapter 57

03:05


Chapter 58
Chapter 58

06:23


Chapter 59
Chapter 59

03:48


Chapter 60
Chapter 60

07:04


Chapter 61
Chapter 61

09:00


Chapter 62
Chapter 62

08:48


Chapter 63
Chapter 63

09:50


Chapter 64
Chapter 64

09:28


Chapter 65
Chapter 65

09:38


Chapter 66
Chapter 66

08:13


Chapter 67
Chapter 67

06:51


Chapter 68
Chapter 68

05:36


Chapter 69
Chapter 69

09:50


Chapter 70
Chapter 70

06:13


Chapter 71
Chapter 71

08:17


Chapter 72
Chapter 72

07:20


Chapter 73
Chapter 73

05:40


Chapter 74
Chapter 74

06:58


Chapter 75
Chapter 75

06:49


Chapter 76
Chapter 76

08:04


Chapter 77
Chapter 77

09:17


Chapter 78
Chapter 78

07:43


Chapter 79
Chapter 79

03:31


Chapter 80
Chapter 80

07:26


Chapter 81
Chapter 81

00:37