The
Challenger
Customer

Finding & Engaging Mobilizers to Drive Action

As customers face more internal obstacles to make purchases, your sellers must be prepared to approach every interaction as Challengers do. Is your commercial team ready?

CEB offers guidance and implementation support to help commercial teams in their sales transformation efforts. Regardless of where you are on the Challenger journey, we can help your teams (both sales and marketing) implement change – from building internal buy-in and awareness on Challenger concepts to creating Commercial Insights and Certification – to scale and sustain Challenger in your organization.

Find Mobilizers

Can your team identify Mobilizers in their customer interactions?  It may seem like a natural seller capability. But if your sellers are unable to find the customer champions or advocates whom every sales rep is trained to look for, then they are missing the point. And that’s usually the case.

Help your sales AND marketing teams understand key tactics to identify true Mobilizers, while also learning how to diagnose and manage other stakeholders as they move through the purchase process.

Looking to learn more? For research, tools and best practice insights visit:

For implementation support, visit CEB Sales & Marketing Solutions.

Hear how Challenger became a cornerstone of how Interactive Intelligence sells.

Engage Mobilizers

Before your sellers embark upon finding Mobilizers, they need disruptive insights to land the initial interaction. The insight should be designed to engage Mobilizers, providing them with a credible, surprising way to operate more effectively or profitably than they had previously thought possible on their own. And that insight should also lead Mobilizers back to a supplier’s unique strengths. 

CEB can help you understand and develop the partnership required from your sales and marketing teams to build and deliver Commercial Insights (hint: it’s not thought leadership) that will engage Mobilizers.

Looking to learn more? For research, tools and best practice insights visit:

For implementation support, visit CEB Sales & Marketing Solutions.

Find out how SAP transformed their Sales with the Challenger model.

Drive Consensus

Creating consensus across a diverse group is never easy, and even the best Mobilizers will need some help. CEB provides prescriptive support to guide Mobilizers step by step through the entire purchase process—helping them identify who they should connect, when to connect them, the best way to win them over, and how to handle their objections.            

Learn how you can develop your sellers to take control with commercial coaching and teach Mobilizers to drive their stakeholders toward change.

Looking to learn more? For research, tools and best practice insights visit:

For implementation support, visit CEB Sales & Marketing Solutions.

Learn how Challenger helped Adstream re-focus their Sales.

Complete the form to learn more about driving Challenger transformation in your organization.

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