The challenger customer

Rubriek: Textual/Printed/Reference Materials - Boek

Prijs: € 34.54

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Uiterlijk 5 december in huis

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge.

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.

• 1 Bekijk alle specificaties

The Challenger Sale

Rating: 4.1 / 5 | Prijs: € 14.73

Shares the secret to sales success don t just build relationships with customers this title argues that classic relationship building is the wrong approach Uiterlijk 30 november in huis .. MEER INFO

Challenge Customer

Rating: 5 / 5 | Prijs: € 17.07

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 challenge their own organizations on your behalf from the authors of the internationally bestselling busine Op voorraad. Voor 23:59 uur besteld, woensdag in huis .. MEER INFO

Challenger Sale

Rating: 4.1 / 5
Prijs: 23.99 Nu voor: € 20.95

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies this title argues that classic relationship building is a losing approach especially when it comes to selling complex large scale business to business solutions the need to understand what top perf Uiterlijk 2 december in huis .. MEER INFO

Taal: en

Bindwijze: Hardcover

Oorspronkelijke releasedatum: 08 september 2015

Aantal pagina's: 268

Illustraties: Nee

Hoofdauteur: Brent Adamson

Tweede Auteur: Matthew Dixon

Co Auteur: Pat Spenner

Hoofduitgeverij: Portfolio

Extra groot lettertype: Nee

Product breedte: 160 mm

Product hoogte: 28 mm

Product lengte: 231 mm

Studieboek: Ja

Verpakking breedte: 159 mm

Verpakking hoogte: 30 mm

Verpakking lengte: 235 mm

Verpakkingsgewicht: 933 g

EAN: 9781591848158

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