The
Challenger
Customer

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.


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