The Challenger Customer - Selling to the Hidden Influencer Who Can Multiply Your Results
by Matthew Dixon (9780241196564)

The Challenger Customer - Selling to the Hidden Influencer Who Can Multiply Your Results
 
Matthew Dixon
Release Date: 21 October 2015
Format: Paperback / softback
Pages: 224
Category: Sales & Marketing
Publisher: Penguin UK
ISBN: 9780241196564
ISBN-10: 0241196566



The Mobilizer Sale is the long-awaited sequel to the bestselling sales classic The Challenger Sale. Think of your ideal customer. Now think again. After years of extensive research, the bestselling team behind The Challenger Sale is back with another game-changing play book for anyone who needs to sell anything. They have discovered that, contrary to popular belief, the highest performing sales reps in all industries get results by targeting customers who are sceptical, difficult and less loyal to suppliers. These customers are the 'mobilizers'. Mobilizers can become your strongest allies within your target company. They can bring together a diverse set of stakeholders, fight for large-scale disruptive change, and ultimately help you win the deal. The Mobilizer Sale offers a road map for how to identify them, how to engage them, and how to make the sale that will pay again and again. Brent Adamson is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review. Matthew Dixon is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review. Pat Spenner is a managing director in the Sales and Marketing Practice of CEB. He is a frequent contributor to Forbes and the Harvard Business Review. Nick Toman is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review. CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders and their teams with insight and actionable solutions to transform operations.

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