The Challenger Customer

Learn the secret to executing complex sales with this book. The Challenger Customer shows that challenging the right person inside a customer's organization is the key to success. The highest-performing sales reps focus on Mobilizers, customers who are skeptical and difficult to manage, but have the skill and will to win large-scale deals. The authors provide a roadmap for finding and engaging these Mobilizers, driving consensus across the organization and ultimately winning the deal. This book is based on an exhaustive study of hundreds of sales reps and thousands of customers across multiple industries and geographies.