Author: Dixon, Matthew
Author 2: Adamson, Brent
Narrator: Kramer, Steve
Format: CD
Unabridged
Approx. 8 hours
Nonfiction
Business
December 2015
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Summary: Four years ago, The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now our latest research reveals something even more surprising: Being a Challenger seller isn�t enough. Your success or failure also depends on who you challenge. To win today, you need a Challenger inside the customer organization - a Mobilizer. Our research reveals 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 connect to any one individual stakeholder. It�s far more often their inability to connect to each other. 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.