eBook Ö The Challenger Customer Read

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eBook Ö The Challenger Customer Read ✓ [Read] ➪ The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results By Matthew Dixon – Dcmdirect.co.uk The long awaited seuel to the bestselling sales classic The Challenger Sale 'A handbook of practices that will help you get into your customers' heads deliver gThe long awaited seuel to the bestselling sales classic The Challenger Sale '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 To Sell is Human and Drive Four years ago the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales Now they reveal something evensurprising the highest performing sales teams don't focus on friendly attentive customers Instead they target challenger customers Challenger 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 uo that will get a deal to the finish line faroften than customers who are easier to connect with Based on new CEB research from thousands of B2B marketers sellers and buyers around the world The Challenger Customer shows you how to find these 'mobilizers' and euip 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 thechallengercustomercouk Challenger Customer has a couple of interesting ideas Consensus between large groups of customers is reuired for sales to large customers 54 people on average Mobilizers regardless of title help drive consensus Mobilizers are often challenging to sell to but are useful than talkers It’s the job of the seller to coach mobilizers on how to drive consensus and facilitate the process through active discussion of core issuesI generally found some of the sales ideas helpful and insightful Many of the marketing ideas feel less well formed The suggestion of fewer insightful content pieces revolving around customer insights does not feel groundbreaking

Matthew Dixon é Selling to the Hidden Influencer Who Can Multiply Your Results ePub

The long awaited seuel to the bestselling sales classic The Challenger Sale '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 To Sell is Human and Drive Four years ago the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales Now they reveal something evensurprising the highest performing sales teams don't focus on friendly attentive customers Instead they target challenger customers Challenger 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 uo that will get a deal to the finish line faroften than customers who are easier to connect with Based on new CEB research from thousands of B2B marketers sellers and buyers around the world The Challenger Customer shows you how to find these 'mobilizers' and euip 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 thechallengercustomercouk The gist of the book is as follows#1 Challenge buyers by showing them their status uo is not good enough and is cutting into profit wasting effort andor increasing risk#2 Partner with and enable Mobilizers inside the buying organization to drive consensus around the problem the solution and vendor selectionLike The Challenger Seller I gave this book 5 stars for the uality of the overall insights Of the two books this one is better and is inclusive of the content in its predecessor Also like The Challenger Seller this one suffers from a LOT of redundancy and out of order content a natural conseuence of having too many authors without painstakingly meticulous editing Unlike The Challenger Seller the Challenger Customer does a much better job of justifying conclusions & recommendations by providing references to studies with decent sample sizesHere is a detailed summaryClosing a complex deal reuires collective consensus from on average 54 decision makers as they march through the three main stages of the buying cycle 1 problem definition 2 supplier independent solution identification 3 supplier selection“On average customers are 57 percent of the way through a typical purchase process prior to proactively reaching out to a supplier’s sales rep for their direct input on whatever it is that they’re doing”Successful repsa Challenge customers’ beliefs with a new and compelling insight to make money save time or lower risk This insight must provide a compelling reason to take action now by explicitly laying out why the customer’s current behavior is not “good enough” and is costing them time or money in ways they never realizedb Leverage online diagnostics and pain not ROI calculatorsc Partner with buyer stakeholders called “Mobilizers” who are able to i drive change and ii build consensus Mobilizers can be identified because they do all of the following i ask challenging thought providing uestions rather than just listening & agreeing ii focus on the greater good of the organization rather than their personal goals and iii agree to take on research or tasksd Enable Mobilizers by providing THEM with sales tools workshops proof points stories etce Find the strategic overlap between the each stakeholder’s goals and then facilitatebuild convergence to get to a collective yes around a single overarching business goalvisionf Identify and convert Blockers especially by leveraging supportive buyer stakeholdersg Align the stages of the buying process with verifiers buying signals These are expected actions the customer must take Examples include commits to analysis commits to seller demo & states we are the preferred vendor

eBook ¸ Selling to the Hidden Influencer Who Can Multiply Your Results é Matthew Dixon

The Challenger Customer Selling to the Hidden Influencer Who Can Multiply Your ResultsThe long awaited seuel to the bestselling sales classic The Challenger Sale '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 To Sell is Human and Drive Four years ago the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales Now they reveal something evensurprising the highest performing sales teams don't focus on friendly attentive customers Instead they target challenger customers Challenger 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 uo that will get a deal to the finish line faroften than customers who are easier to connect with Based on new CEB research from thousands of B2B marketers sellers and buyers around the world The Challenger Customer shows you how to find these 'mobilizers' and euip 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 thechallengercustomercouk After reading the Challenger Sale I came across the Challenger Customer I thought to myself it has the word 'customer' in it so it must be good This book was great Definitely exceeded my expectations and it brought the information I read in Challenger Sale full circle Just as the Challenger Sale was a book about the transformation of the Selling Experience the Challenger Customer is a book about new and evolved Buying experience for customer To be successful sales reps need to excel at selling but they also need to excel at enabling their customers in buying