| Description |
xiii, 268 pages : illustrations (black and white) ; 24 cm |
| Bibliography |
Includes bibliographical references and index. |
| Summary |
The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers dont: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salespersons inability to get an individual stakeholder to agree to a solution. More often its that the stakeholders inside the company cant 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. |
| Contents |
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus creation -- Making collective learning happen -- Shifting to a challenger commercial model: implications and implementation lessons. |
| Subject |
Selling.
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Customer relations.
|
| Added Author |
Dixon, Matthew, 1972- author.
|
|
Spenner, Pat, author.
|
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Toman, Nick, author.
|
| ISBN |
9781591848158 (hardcover) |
|
1591848156 (hardcover) |
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