The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
| Author | : | |
| Rating | : | 4.86 (559 Votes) |
| Asin | : | 1591848156 |
| Format Type | : | paperback |
| Number of Pages | : | 288 Pages |
| Publish Date | : | 2017-10-03 |
| Language | : | English |
DESCRIPTION:
. PAT SPENNER is the strategic initiatives leader in the sales and marketing practice at CEB. MATTHEW DIXON, coauthor of The Challenger Sale and The Effortless Experience, is the group leader of the financial services and customer contact practices at CEB. NICK TOMAN
What worked in the past is clearly having diminishing returns today, and will likely lead to failure in the future."—JOHN GRAFF, vice president, corporate marketing, National Instruments"The authors of The Challenger Customer have done high-quality and in-depth research that maps out the road ahead for marketers. Here, in black and white, is an essential new way to think about it." —SETH GODIN, author, Linchpin"The Challenger Customer lays out a blueprint for how sales and marketing departments must rethink their approach to winning more business. It clearly shows what distinguishes the best sellers and marketing organizations from the rest."—PINDER SAHOTA, general manager, Smith & Nephew . This book will set the tone for years of work to come. Helping your clients make buying decisions and then moving them to action, in your direction, is the HOW in this book that makes the biggest difference of all." —MITCH LITTLE, vice pre
"Discover why so many B2B sales never happen!" according to Douglas N. Burdett. [[VIDEOID:dDiscover why so many B2B sales never happen! Douglas N. Burdett [[VIDEOID:d42b49790ee460e8945a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 2bDiscover why so many B2B sales never happen! Douglas N. Burdett [[VIDEOID:d42b49790ee460e8945a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 9790eeDiscover why so many B2B sales never happen! Douglas N. Burdett [[VIDEOID:d42b49790ee460e8945a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 60e89Discover why so many B2B sales never happen! Douglas N. Burdett [[VIDEOID:d42b49790ee460e8945a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 5a1956f090Discover why so many B2B sales never happen! [[VIDEOID:dDiscover why so many B2B sales never happen! Douglas N. Burdett [[VIDEOID:d42b49790ee460e8945a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 2bDiscover why so many B2B sales never happen! Douglas N. Burdett [[VIDEOID:d42b49790ee460e8945a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 9790eeDiscover why so many B2B sales never happen! Douglas N. Burdett [[VIDEOID:d42b49790ee460e8945a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 60e89Discover why so many B2B sales never happen! Douglas N. Burdett [[VIDEOID:d42b49790ee460e8945a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 5a1956f0903787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. 787]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman.OK, first off - if you’re familiar with the bestselling book “The. "Nailed it." according to Caleb Hanson. I work in software (in a role that supports sales), and we have a pretty complex value-based sale, selling into large enterprises. I'm not a sales guy, but I need to think like one and support our sales machine, and this book is invaluable. The first half is required reading for product people, marketing people, anyone involved in supporting the sales people. The second half is really geared . "#1 Challenge buyers by showing them their status quo is not good enough and is cutting into profit" according to Jeremey Donovan. The gist of the book is as follows:#1 Challenge buyers by showing them their status quo is not good enough and is cutting into profit, wasting effort, and/or increasing risk.#2 Partner with and enable "Mobilizers" inside the buying organization to drive consensus around the problem, the solution, and vendor selection.Like The Challenger Seller, I gave this book 5 stars for the quality of the
It turns out that’s the last person you need. 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. Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. In other words, Challenger sellers do best when they target Challenger customers. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.. 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.