skip to content
The challenger customer : selling to the hidden influencer who can multiply your results Preview this item
ClosePreview this item
Checking...

The challenger customer : selling to the hidden influencer who can multiply your results

Author: Brent Adamson; Matthew Dixon; Pat Spenner; Nick Toman
Publisher: New York : Portfolio/Penguin, [2015] ©2015
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"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  Read more...
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Document Type: Book
All Authors / Contributors: Brent Adamson; Matthew Dixon; Pat Spenner; Nick Toman
ISBN: 9781591848158 1591848156 9781101980408 1101980400
OCLC Number: 900623906
Notes: Includes index.
Description: xiii, 268 pages : illustrations ; 24 cm
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.
Responsibility: Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman.

Abstract:

Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, this book shows you how to find these 'mobilizers' and equip them with the tools to effectively  Read more...

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.

Similar Items

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/900623906> # The challenger customer : selling to the hidden influencer who can multiply your results
    a schema:CreativeWork, schema:Book ;
    library:oclcnum "900623906" ;
    library:placeOfPublication <http://id.loc.gov/vocabulary/countries/nyu> ;
    schema:about <http://experiment.worldcat.org/entity/work/data/2623569690#Topic/selling> ; # Selling
    schema:about <http://dewey.info/class/658.85/e23/> ;
    schema:about <http://experiment.worldcat.org/entity/work/data/2623569690#Topic/customer_relations> ; # Customer relations
    schema:about <http://experiment.worldcat.org/entity/work/data/2623569690#Topic/sales_management> ; # Sales management
    schema:author <http://experiment.worldcat.org/entity/work/data/2623569690#Person/adamson_brent> ; # Brent Adamson
    schema:author <http://experiment.worldcat.org/entity/work/data/2623569690#Person/toman_nick> ; # Nick Toman
    schema:author <http://experiment.worldcat.org/entity/work/data/2623569690#Person/dixon_matthew_1972> ; # Matthew Dixon
    schema:author <http://experiment.worldcat.org/entity/work/data/2623569690#Person/spenner_pat> ; # Pat Spenner
    schema:bookFormat bgn:PrintBook ;
    schema:copyrightYear "2015" ;
    schema:datePublished "2015" ;
    schema:description ""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."--Jacket."@en ;
    schema:description "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."@en ;
    schema:exampleOfWork <http://worldcat.org/entity/work/id/2623569690> ;
    schema:inLanguage "en" ;
    schema:name "The challenger customer : selling to the hidden influencer who can multiply your results"@en ;
    schema:productID "900623906" ;
    schema:workExample <http://worldcat.org/isbn/9781101980408> ;
    schema:workExample <http://worldcat.org/isbn/9781591848158> ;
    wdrs:describedby <http://www.worldcat.org/title/-/oclc/900623906> ;
    .


Related Entities

<http://experiment.worldcat.org/entity/work/data/2623569690#Person/adamson_brent> # Brent Adamson
    a schema:Person ;
    schema:familyName "Adamson" ;
    schema:givenName "Brent" ;
    schema:name "Brent Adamson" ;
    .

<http://experiment.worldcat.org/entity/work/data/2623569690#Person/dixon_matthew_1972> # Matthew Dixon
    a schema:Person ;
    schema:birthDate "1972" ;
    schema:familyName "Dixon" ;
    schema:givenName "Matthew" ;
    schema:name "Matthew Dixon" ;
    .

<http://experiment.worldcat.org/entity/work/data/2623569690#Person/spenner_pat> # Pat Spenner
    a schema:Person ;
    schema:familyName "Spenner" ;
    schema:givenName "Pat" ;
    schema:name "Pat Spenner" ;
    .

<http://experiment.worldcat.org/entity/work/data/2623569690#Person/toman_nick> # Nick Toman
    a schema:Person ;
    schema:familyName "Toman" ;
    schema:givenName "Nick" ;
    schema:name "Nick Toman" ;
    .

<http://experiment.worldcat.org/entity/work/data/2623569690#Topic/customer_relations> # Customer relations
    a schema:Intangible ;
    schema:name "Customer relations"@en ;
    .

<http://worldcat.org/isbn/9781101980408>
    a schema:ProductModel ;
    schema:isbn "1101980400" ;
    schema:isbn "9781101980408" ;
    .

<http://worldcat.org/isbn/9781591848158>
    a schema:ProductModel ;
    schema:isbn "1591848156" ;
    schema:isbn "9781591848158" ;
    .

<http://www.worldcat.org/title/-/oclc/900623906>
    a genont:InformationResource, genont:ContentTypeGenericResource ;
    schema:about <http://www.worldcat.org/oclc/900623906> ; # The challenger customer : selling to the hidden influencer who can multiply your results
    schema:dateModified "2018-10-06" ;
    void:inDataset <http://purl.oclc.org/dataset/WorldCat> ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.