{"product_id":"9780241196564-the-challenger-customer","title":"The Challenger Customer","description":"\u003cmeta content=\"text\/html; charset=utf-8\" http-equiv=\"Content-Type\"\u003e\u003cp\u003e\u003cspan\u003eSelling to the Hidden Influencer Who Can Multiply Your Results\u003cbr\u003eBased 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.\u003cbr\u003e\u003cp\u003e\u003cb\u003eFrom the authors of the internationally-bestselling business classic \u003ci\u003eThe Challenger Sale\u003c\/i\u003e\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e'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 \u003ci\u003eTo Sell is Human \u003c\/i\u003eand \u003ci\u003eDrive\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003e\u003ci\u003e---------------------------------------------------------------\u003c\/i\u003e\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eIn \u003ci\u003eThe Challenger Sale, \u003c\/i\u003eMatthew Dixon and Brent Adamson overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers.\u003cbr\u003e\u003cbr\u003eChallenger customers are sceptical, less interested in meeting and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with.\u003cbr\u003e\u003cbr\u003eBased on new research from thousands of B2B marketers, sellers and buyers around the world, \u003ci\u003eThe Challenger Customer \u003c\/i\u003eshows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again.\u003cbr\u003e\u003cbr\u003e\u003ci\u003eThe Challenger Sale\u003c\/i\u003e, Amazon bestseller, Sales \u0026amp; Selling, January 2024\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e","brand":"Rarewaves","offers":[{"title":"Default Title","offer_id":40942851686497,"sku":"9780241196564","price":14.42,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0092\/7504\/8033\/files\/orig_32377303.jpg?v=1741180912","url":"https:\/\/www.rarewaves.com\/products\/9780241196564-the-challenger-customer","provider":"Rarewaves.com","version":"1.0","type":"link"}