Being a Challenger Seller Isn't Enough, Success Depends on Who you Challenge
Four years ago, The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now our latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. To win today, you need a Challenger inside the customer organization - a Mobilizer.
Our research reveals 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 connect to any one individual stakeholder. It’s far more often their inability to connect to each other.
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.
Join CEB at The Art of Sales
Join CEB in Toronto and Vancouver for The Art of Sales, a unique one-day conference featuring five internationally renowned visionaries, including our own Brent Adamson, co-author of The Challenger Customer.
Listen as co-author, Brent Adamson, walks you through the concepts behind The Challenger Customer. This webinar replay provides tactics for finding the right stakeholder in the customer organization, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
The Challenger Customer Video
In the world of consensus buying - who is the right person to sell and market to? Watch this short video to find out.
CEB Executive Guidance: Winning Consensus-Based Sales
Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.
Order Your Copy Today: The Challenger Customer
Being a Challenger seller isn't enough. Your success or failure also depends on who you Challenge.
The Challenger Customer - London Launch Event
Join senior sales and marketing executives on 8th October at The Savoy for an interactive networking session to learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.
Infographic: Evolution of the B2B Buying Journey
See how B2B buying has become a "purchase by committee" – with more stakeholders than ever before.
The Challenger Customer Assessment
See how well your sales and marketing teams identify the right stakeholders, engage them with disruptive insights, and equip them to challenge their own organizations to your benefit.
Sneak Peek: The Challenger Customer
The biggest story in sales and marketing isn't how we're selling differently. It's how our customers are buying differently.