

#6441
Mentioned in 4 episodes
The Challenger Customer
Selling to the Hidden Influencer Who Can Multiply Your Results
Book • 2015
This book builds on the authors' previous work, 'The Challenger Sale', by focusing on the challenges of selling to a group of buyers with different goals and priorities.
It identifies seven profiles of B2B buyers, distinguishing 'Talkers' from 'Mobilizers', who have the credibility and persuasive skills to drive consensus within the customer organization.
The authors provide research-based tools and a blueprint for finding, engaging, and equipping these Mobilizers to effectively challenge their own organization and push deals to completion.
It identifies seven profiles of B2B buyers, distinguishing 'Talkers' from 'Mobilizers', who have the credibility and persuasive skills to drive consensus within the customer organization.
The authors provide research-based tools and a blueprint for finding, engaging, and equipping these Mobilizers to effectively challenge their own organization and push deals to completion.
Mentioned by
Mentioned in 4 episodes
Mentioned by 

as a companion book to 'The Challenger Sale'.


April Dunford

697 snips
A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch)
Mentioned by 

in relation to a case study discussed in the podcast.


Matt Dixon

430 snips
The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
Mentioned by ![undefined]()

as a Wall Street Journal bestselling co-author.

Andy Paul

23 snips
*Classic Episode* How You Sell is More Important Than What You Sell
Recommended by ![undefined]()

for those wanting to delve deeper into commercial teaching.

Ian Koniak

89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
Mentioned by 

as a great resource about mobilizers.


Pat Spenner

Navigating Client Loyalty: How Today’s Partners can Become Tomorrow’s Rainmakers