#7886
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.

Mentioned by

Mentioned in 4 episodes

Mentioned by
undefined
Andy Paul
as a Wall Street Journal bestselling co-author.
38 snips
*Classic Episode* How You Sell is More Important Than What You Sell
Recommended by
undefined
Ian Koniak
for those wanting to delve deeper into commercial teaching.
89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
undefined
Will Aiken
mentions "The Challenger Customer" as a great resource to align marketing and sales efforts by understanding the problems and challenges customers face.
10 ways the best teams are booking meetings right now
Mentioned by
undefined
Pat Spenner
as a great resource about mobilizers.
Navigating Client Loyalty: How Today’s Partners can Become Tomorrow’s Rainmakers

The AI-powered Podcast Player

Save insights by tapping your headphones, chat with episodes, discover the best highlights - and more!
App store bannerPlay store banner
Get the app