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The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- Narrated by: Steve Kramer
- Length: 8 hrs and 40 mins
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Summary
The Challenger Sale team are back, and this time they reveal something even more game changing: the highest-performing sales teams don't focus on friendly, attentive customers. They target challenger customers.
Challenger customers are sceptical, less interested in meeting and indifferent. But they also have the persuasive skill and will to challenge their own organisations on your behalf and get the deal to the finish line.
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 mobilisers and equip them with the tools they need to champion the deal until it's completed. It is your essential blueprint to making the deal again and again.
What listeners say about The Challenger Customer
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- LB
- 18-10-23
great book for salespeople
really interesting and some great insights, I felt it dragged on a bit towards the end but definitely worth a listen
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