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  • Published: 21 October 2015
  • ISBN: 9780241196564
  • Imprint: Portfolio
  • Format: Trade Paperback
  • Pages: 288
  • RRP: $32.99

The Challenger Customer

Selling to the Hidden Influencer Who Can Multiply Your Results




The long-awaited sequel to the bestselling sales classic The Challenger Sale

The Challenger Sale team are back and this time they reveal something even more game-changing: the highest-performing sales teams don't focus on friendly, attentive customers. They target challenger customers.

Challenger customers are sceptical, less interested in meeting, and indifferent. But they also have the persuasive skill and will to challenge their own organisations on your behalf and get the deal to the finish line. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools they need to champion the deal until it's completed. It is your essential blueprint to making the deal again and again.

  • Published: 21 October 2015
  • ISBN: 9780241196564
  • Imprint: Portfolio
  • Format: Trade Paperback
  • Pages: 288
  • RRP: $32.99

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