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  • Published: 21 October 2015
  • ISBN: 9780241196564
  • Imprint: Portfolio
  • Format: Trade Paperback
  • Pages: 288
  • RRP: $38.00

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: $38.00

Praise for The Challenger Customer

I love it. This book will set the tone for years of work to come. The CEB team has just added the HOW to the WHAT that we have all been searching for since we launched into the Challenger journey

Mitch Little, vice president, worldwide sales and applications, Microchip Technology Inc.

An essential new way to think about the sale

Seth Godin, author, Linchpin

Lays out a blueprint for how sales and marketing departments must rethink their approach to winning more business. What worked in the past is clearly having diminishing returns today and will likely lead to failure in the future

John Graff, vice president, corporate marketing, National Instruments

A handbook of practices that will help you get into your customers' heads, deliver good value and win the sale

Daniel H. Pink, author of To Sell is Human and Drive

'Provides evidence-based insights and practical guidance for solving one of today's most pressing commercial challenges: complex decision making within customer organizations. It clearly shows what distinguishes the best sellers and marketing organizations from the rest

Pinder Sahota, general manager, Smith & Nephew

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