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The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by [Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman]
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The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Kindle Edition

4.5 out of 5 stars 157 ratings

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Editorial Reviews

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"I love it. This book will set the tone for years of work to come. The CEB team has just added the HOW to the WHAT that we have all been searching for since we launched into the Challenger journey. Helping your clients make buying decisions and then moving them to action, in your direction, is the HOW in this book that makes the biggest difference of all."
—MITCH LITTLE, vice president, worldwide sales and applications, Microchip Technology Inc.

"There is no sale more misunderstood (and expensively misunderstood) than the B2B sale. Here, in black and white, is an essential new way to think about it."
—SETH GODIN, author, Linchpin

"The Challenger Customer lays out a blueprint for how sales and marketing departments must rethink their approach to winning more business. What worked in the past is clearly having diminishing returns today, and will likely lead to failure in the future."
—JOHN GRAFF, vice president, corporate marketing, National Instruments

"The authors of The Challenger Customer have done high-quality and in-depth research that maps out the road ahead for marketers. The result is 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

"This book provides evidence-based insights and practical guidance for solving one of today’s most pressing commercial challenges: complex decision making within customer organizations. It clearly shows what distinguishes the best sellers and marketing organizations from the rest."
—PINDER SAHOTA, general manager, Smith & Nephew

About the Author

BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB.  He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review. 
MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB.  He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review.
PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB.  He is a frequent contributor to Forbes and the Harvard Business Review.
NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB.  He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review.

CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders and their teams with insight and actionable solutions to transform operations. --This text refers to an alternate kindle_edition edition.

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Reviewed in the United States on June 29, 2019
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Top international reviews

Paul Roberts, New Oxford Consulting
4.0 out of 5 stars A great read for Challenger fans
Reviewed in the United Kingdom on October 15, 2015
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Dave Sibley
5.0 out of 5 stars Great Book
Reviewed in the United Kingdom on September 3, 2015
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Darren
4.0 out of 5 stars Great book In creating insights for your customers development
Reviewed in the United Kingdom on April 23, 2020
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Karl B
5.0 out of 5 stars Recommend for novices and experienced sales professionals.
Reviewed in the United Kingdom on April 7, 2016
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Reviewed in the United Kingdom on May 11, 2018
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Reviewed in the United Kingdom on September 16, 2019
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5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on January 26, 2016
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4.0 out of 5 stars Four Stars
Reviewed in the United Kingdom on June 22, 2018
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5.0 out of 5 stars Great book!
Reviewed in the United Kingdom on March 3, 2016
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4.0 out of 5 stars Must read
Reviewed in the United Kingdom on November 30, 2017
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Reviewed in the United Kingdom on February 12, 2016
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