The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

Fantastic book, some very good advice on how to penetrate an organisation the right way and avoid those hit and miss situations we know all too well. I would both novice sales people and to seasoned professionals. No matter what level you are at reading good books can only help you, and this is certainly one of those good books.

Great book, really insightful and a great follow up to the first book!

The Challenger Customer develops The Challenger Sale story and provides what CEB does well...counter-intuitive findings that make you consider what's best for your company. Targeting and selling into 'Mobilizers' (the movers & shakers) isn't a new approach however the book provides deep analysis on the types of mobilizer to approach, how to get consensus from multiple decision-makers and, perhaps troubling text for some S&M Heads, when tailoring for individual resonance backfires. If you haven't read The Challenger Sale but understand the idea of leading with insight to change the sales conversation, you could fast forward straight to The Challenger Customer - elements from the original book are covered again. The two largest issues raised from companies implementing Challenger concepts are that a) creating highly differentiated insights is too hard and b) adoption efforts run out of steam. This has resulted in some organisations trying but then turning their back on this approach, or struggling along hoping they can still nail it. With that in mind, whilst The Challenger Customer appears to have more answers for success, some companies may question whether they can take on more change. However, those that have successfully embedded Challenger will use this book to consider what to add. Well worth a read. Rated it as 4 stars - I liked it. Not as powerful as The Challenger Sale, but that's a tough ask.

I have started what I have learnt in my everyday sale role and already seeing value

Excellent and very practical read with great ideas for any sales professional.

Would highly recommend this book for marketers and sales for a fresh look into educational informative insight for their customers. This book wont solve all your problems however gives good suggestive examples of approaching the correct stakeholders and coaching them towards the importance of your insight and knowledge.

Great read and very relevant to current times

Thought provoking. We will be taking lessons from this book forward in our own company. Loved the dentist example, but would have preferred 1 or 2 more.