#2300
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.
