The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
- 8h 40m 44s
- Brent Adamson, Matthew Dixon, Nick Toman, Pat Spenner
- Random House
- 2015
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.
In this Audiobook
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CHAPTER 1 THE DARK SIDE OF CUSTOMER CONSENSUS
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CHAPTER 2 THE MOBILIZER
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CHAPTER 3 THE ART OF UNTEACHING
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CHAPTER 4 BUILDING COMMERCIAL INSIGHT
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CHAPTER 5 COMMERCIAL INSIGHT IN ACTION
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CHAPTER 6 TEACHING MOBILIZERS WHERE THEY LEARN
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CHAPTER 7 TWO TYPES OF TAILORING
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CHAPTER 8 TAKING CONTROL OF CONSENSUS CREATION
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CHAPTER 9 MAKING COLLECTIVE LEARNING HAPPEN
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CHAPTER 10 SHIFTING TO A CHALLENGER COMMERCIAL MODEL: IMPLICATIONS AND IMPLEMENTATION LESSONS
