Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that's the last person you need. Most marketing ...
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Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that's the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That's simply human nature; it's much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research--based on data from thousands of B2B marketers, sellers, and buyers around the world--the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. 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. 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. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
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Add this copy of The Challenger Customer: Selling to the Hidden to cart. $1.24, very good condition, Sold by Dream Books Co. rated 4.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2015 by Portfolio.
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Very good. Pages are clean with no markings. May show minor signs of wear or cosmetic defects marks cuts bends or scuffs on the cover spine pages or dust jacket. May have remainder marks on edges.
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $1.24, fair condition, Sold by Dream Books Co. rated 4.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2015 by Portfolio.
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $1.62, good condition, Sold by Aspen Book Company rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2015 by Portfolio.
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Good. A well-loved companion. Corners and cover might show a little wear and you could find some notes or highlights. The dust jacket might be MIA it might have been a library book and extras aren't guaranteed-but the story's all there!
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $1.67, good condition, Sold by Zoom Books Company rated 4.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 2015 by Portfolio.
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Book is in very good condition and may include minimal underlining highlighting. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $1.67, good condition, Sold by Zoom Books East rated 4.0 out of 5 stars, ships from Glendale Heights, IL, UNITED STATES, published 2015 by Portfolio.
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Book is in very good condition and may include minimal underlining highlighting. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $1.92, good condition, Sold by Seattle Goodwill rated 4.0 out of 5 stars, ships from Seattle, WA, UNITED STATES, published 2015 by Portfolio.
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May have some shelf-wear due to normal use. Your purchase funds free job training and education in the greater Seattle area. Thank you for supporting Goodwill's nonprofit mission!
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $2.24, good condition, Sold by Goodwill of Colorado rated 5.0 out of 5 stars, ships from COLORADO SPRINGS, CO, UNITED STATES, published 2015 by Portfolio.
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This item is in overall good condition. Covers and dust jackets are intact but may have minor wear including slight curls or bends to corners as well as cosmetic blemishes including stickers. Pages are intact but may have minor highlighting/ writing. Binding is intact; however, spine may have slight wear overall. Digital codes may not be included and have not been tested to be redeemable and/or active. Minor shelf wear overall. Please note that all items are donated goods and are in used condition. Orders shipped Monday through Friday! Your purchase helps put people to work and learn life skills to reach their full potential. Orders shipped Monday through Friday. Your purchase helps put people to work and learn life skills to reach their full potential. Thank you!
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $2.52, very good condition, Sold by ThriftBooks-Reno rated 5.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 2015 by Portfolio.
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $2.52, very good condition, Sold by ThriftBooks-Baltimore rated 5.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 2015 by Portfolio.
Add this copy of The Challenger Customer: Selling to the Hidden to cart. $2.52, good condition, Sold by ThriftBooks-Reno rated 5.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 2015 by Portfolio.
