04166nam a22003977a 4500 OSt 20250711101926.0 160208t20152015nyuad||| |||| 00| 0 eng d 9781591848158 [hardbound] University of Cebu-Banilad University of Cebu-Banilad 23 Adamson, Brent, author. The challenger customer : selling to the hidden influencer who can multiply your results / Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman. New York : Portfolio/Penguin, c2015. xiii, 268 pages : illustrations (black and white) ; 24 cm. rdacontent text rdamedia unmediated rdacarrier volume Includes index. Contents: Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus creation -- Making collective learning happen -- Shifting to a challenger commercial model: implications and implementation lessons. "Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization." --Provided by the publisher Adult Biore, Christopher College of Business and Accountancy Business / Management Text in English Sales management. Selling. Customer relations. Customer relations. Sales management. Selling. Dixon, Matthew, 1972- author. Spenner, Pat, author. Toman, Nick, author. v ddc BK Janna [new] 07/11/2025 13748 13748 0 0 ddc 0 0 UCBL_MAIN UCBL_MAIN SUBJ.REF 2025-07-11 Big Bad Wolf 230.00 0 658.85 Ad19 2015 3UCBL000025770 2025-07-11 2025-07-11 SR