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Publisher's Summary

Based on an exhaustive study of hundreds of sales reps and thousands of customers across multiple industries, the authors found that every potential customer contact falls into one of seven distinct profiles. While many are worth talking to, the highest performing reps concentrated their time on a specific few. Most sales reps prefer to approach customers who are open and eager to meet with them, people with clearly articulated needs that make them easy to connect to solutions. The authors call these customers Talkers. The high performers spent their time, instead, with customers who were less eager to meet, generally skeptical and difficult to manage, and much more apt to be agnostic about one supplier over another. They call these customers Mobilizers.

High performers understand what their average-performing colleagues don't: in a world in which complex deals require widespread consensus across a diverse - and typically dysfunctional - set of customer stakeholders, only Mobilizers have the skill and the will to fight for large-scale, disruptive change and, ultimately, help win the deal. Challenger sellers, in other words, target Challenger customers.

The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization.

Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.

©2015 Brent Adamson (P)2015 Penguin Audio

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Two hours was all I could stand

This narrator drones on and on and it never gets to a point. I finally had to turn it off

1 of 1 people found this review helpful

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Love it, invaluable business resource!

Great addition to the challenger sale. A must know for all sales and business professionals.

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Great content!

will be using the methodology in this book in my work. lots of great ideas to put into practice

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insightful

very helpful. I would recommend. check the challenger sales too. 80% of the book is practical and based on studies. it's palpable.

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No one does it like challenger

The only research backed series of business to business sales you need in your library.

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Narration is unbearable

Would you try another book from the authors and/or Steve Kramer?

Absolutely!

Who would you have cast as narrator instead of Steve Kramer?

ANY BODY. Seriously, the narration is unbearable - it's monotone and sounds like a some kind of really bad corporate training web module. It's good content, but PLEASE, I can't get through this audiobook if Steve Kramer says another word, as I might fall asleep and drive my car off the road.

1 of 2 people found this review helpful

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Excellent, can't wait to try it out!

I have been in the software sales business for 20 years and have been to many sales training courses in that time. this is the first program I have experienced that comes at the sale from the eyes of the customer and what happens after I leave there office. I have always tried to think of the sale from the customers eyes, not knowing ultimately what they are up against because they wouldn't give me 100% of the story . I guess they thought they would loose leverage by being 100% traspatent and now I don't need to wonder any more. This book takes their red tape away. thank you

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Packed with great content... so many bookmarks

Would you consider the audio edition of The Challenger Customer to be better than the print version?

For many business audio books - I know that they are really good if I then want to go and purchase the print version. This is one where the print version is being delivered tomorrow.<br/><br/>

Any additional comments?

So much of the day in and day out reality these days has to do with working through the committee purchasing process within organizations... this book provides excellent information on how to work within that dynamic and to enable them to escape some of the dysfunction.

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The Authors Practice What They Preach

Mind blowing, career shifting insights to the most important marketing and sales findings to date. The words inside will have sales reps winning more deals faster and with better margins. From rethinking your content strategy to consensus sales conversations and beyond, every page reshapes your team's business development efforts. And... there are real world examples that make the what to do and how to do it very clear.

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great read for all sales pros

this is a great read and resource for all sales pros. it provides updates on old ideas and creates new frameworks for managing complex sales processes.

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  • Paul Tansey
  • 02-08-16

The 21st Century Solution Sales Handbook

What did you like most about The Challenger Customer?

The sales and marketing landscape is changing and those changes are far reaching and permanent. Senior sales and marketing solution sales professionals are grappling with a new set of problems. Highly connected and informed 21st century buyers refuse to be sold to and instead, take control - engaging only after they have already completed 57% of their buying journey. This book explains how to change the buyer journey and what B2B sales and marketing professionals have to do to avoid becoming a statistic as even sophisticated solutions become commoditised. I sat listening to the audio book at my computer, fascinated and drawing out a mind map to enable me to quickly explain the essence of it to my team. Those of you who read the book will understand how to sell to my business better, given that information. Fascinating.

2 of 2 people found this review helpful