#4882

Mentioned in 11 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 11 episodes

Mentioned by

April Dunford

as a companion book to 'The Challenger Sale'.

740 snips

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

Mentioned by

Matt Dixon

in relation to a case study discussed in the podcast.

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)

Wspomniana przez Łukasza Kosuniaka jako druga książka opisująca metodę Commercial Insight.

44 snips

Jak tworzyć treści, które skłaniają do działania klientów i budują naszą przewagę

Mentioned by

Andy Paul

as a Wall Street Journal bestselling co-author.

38 snips

*Classic Episode* How You Sell is More Important Than What You Sell

Mentioned by

John Barrows

in the context of discussing the 'Jolt Effect'.

30 snips

Stop Discounting - Closing Strategies with John Barrows

Will Aiken

mentions "The Challenger Customer" as a great resource to align marketing and sales efforts by understanding the problems and challenges customers face.