
The Challenger Customer
Selling to the Hidden Influencer Who Can Multiply Your Results
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Narrated by:
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Steve Kramer
About this listen
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 AudioListeners also enjoyed...
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-
Overall
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The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
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Incredible
- By Amazon Customer on 08-29-24
By: Mark Roberge
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Selling to the C-Suite, Second Edition
- What Every Executive Wants You to Know About Successfully Selling to the Top
- By: Nicholas A.C. Read, Stephen J. Bistritz
- Narrated by: Gary Regal
- Length: 6 hrs and 57 mins
- Unabridged
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How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term? The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell.
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Strategies that are easy to follow
- By Lori Dale on 01-18-25
By: Nicholas A.C. Read, and others
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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 9 mins
- Unabridged
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Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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gems buried in fluff
- By Andrey Norin on 04-13-18
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The Qualified Sales Leader
- Proven Lessons from a Five Time CRO
- By: John McMahon
- Narrated by: John McMahon
- Length: 7 hrs and 51 mins
- Unabridged
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The Qualified Sales Leader by John McMahon uses an easy to listen conversational narrative. providing a comprehensive guide for sales leaders aiming to build high-performing sales teams in complex B2B sales environments and for sales reps seeking to become successful enterprise account executives. With McMahon’s extensive experience in sale and sales leadership, the book provides practical strategies, insights, and frameworks that emphasize the importance of the right people, processes, and metrics for sales success.
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Managing by coaching and arming your team with strategies to win not just shear activity
- By DG on 01-02-25
By: John McMahon
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Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- By: Jeb Blount, Mark Hunter - foreword by
- Narrated by: Jeb Blount
- Length: 5 hrs and 53 mins
- Unabridged
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Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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A Chapter In Fanatical Prospecting
- By Tshepo on 05-22-20
By: Jeb Blount, and others
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Pre-Suasion
- Channeling Attention for Change
- By: Robert B. Cialdini
- Narrated by: John Bedford Lloyd
- Length: 9 hrs and 24 mins
- Unabridged
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The author of the legendary best seller Influence, social psychologist Robert Cialdini, shines a light on effective persuasion and reveals that the secret doesn't lie in the message itself but in the key moment before that message is delivered.
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Clever and Useful
- By David on 01-02-17
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The Sales Development Playbook
- Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- By: Trish Bertuzzi
- Narrated by: Gary Tiedemann
- Length: 5 hrs and 58 mins
- Unabridged
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This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.
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Amazing tips for new SDR Managers and Sales Exec
- By Amazon Customer on 12-21-18
By: Trish Bertuzzi
Great selling advice / approach
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great read for all sales pros
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Fantastic and Insightful
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Love it, invaluable business resource!
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Very Informative!
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Excellent, can't wait to try it out!
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The Challenger Customer is now among my short list of must-employ schools of thought, like Lean Startup, Pitch Anything and Simon Sinek's work, among others.
Consider Challenger a short cut to understanding the competitive state of introducing change with customers, or, risk either losing to "do-nothing" or falling to others using this as a competitive advantage.
Challenger is the heart of how I'll approach the market from now on. Reading it will reveal so many answers.
Sensible Must For Startup Selling
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Complex sale explained
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Solid sales business book
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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.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.Packed with great content... so many bookmarks
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