The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
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Transform sales tactics by targeting challenging customers.
If you've hit a wall with conventional sales strategies, "The Challenger Customer" might just be the game-changer you need. The authors argue that winning over skeptic customers, the so-called 'challenger customers,' can significantly amplify your results. This book offers new insights backed by rigorous research, revealing counterintuitive methods that could not only surprise you but also elevate your sales game. It's more than a sequel; it's a new sales doctrine for anyone ready to shake things up.
Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
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- Unit price
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ISBN: 9780241196564
Authors:
Brent Adamson
Publisher: Penguin Books Ltd
Date of Publication: 2015-09-03
Format: Paperback
Related Collections:
Business
Goodreads rating: 3.91
(rated by 901 readers)
Description
The long-awaited sequel to the bestselling sales classic The Challenger Sale. A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale. Four years ago, the authors behind The Challenger Sale 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 skeptical, 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 CEB 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.
Condition guide
Book Condition Guide
Books in Like New Condition
This book may contain very minor cosmetic defects, but it is in pristine condition. There should be no yellowing, no foxing, no water damage, and no annotations of any kind on the cover and the pages. For paperbacks, there should not be any crease marks on the spine. This book is good as new — lucky you!
*Books may be missing bundle media (e.g. CD, e-book code), if included.
Books in Very Good Condition
This book has been used, but it is still in a clean condition. There should be no foxing or annotations of any kind on the inner pages, but a sparse amount may be present on the cover, title pages, or outside edges of the book. There should be no water damage of any kind. For paperbacks, there may be light crease marks on the spine.
*Books may be missing bundle media (e.g. CD, e-book code), if included.
Books in Good Condition
We do our best to ensure the quality of our books, but there is no escaping the wear and tear that comes with time. Slight foxing and some annotations may be present on the pages and the cover. There should be no water damage of any kind. For paperbacks, there may be several crease marks on the spine.
*Books may be missing bundle media (e.g. CD, e-book code), if included.
Books in Well Read Condition
This is a well-read book, which means that the previous owner probably really enjoyed it! The cover and pages may include moderate foxing and annotations, but the text is not obscured and still readable. Moderate cosmetic defects and minor water damage may be present on the edges of the book. For paperbacks, there may be multiple crease marks on the spine.
*Books may be missing bundle media (e.g. CD, e-book code), if included.
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Transform sales tactics by targeting challenging customers.
If you've hit a wall with conventional sales strategies, "The Challenger Customer" might just be the game-changer you need. The authors argue that winning over skeptic customers, the so-called 'challenger customers,' can significantly amplify your results. This book offers new insights backed by rigorous research, revealing counterintuitive methods that could not only surprise you but also elevate your sales game. It's more than a sequel; it's a new sales doctrine for anyone ready to shake things up.
Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.
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