Picture your ideal customer: collegial, eager to meet with you, and ready to champion your products across the organization. It turns out that’s the last person you should be pitching. The need to understand how customers make their decisions, especially when it comes to selling large-scale, business-to-business solutions, drove the author team behind The Challenger Sale to investigate how sales reps won high-quality deals. What that team discovered may turn the common wisdom about customer behavior upside-down. Most sales reps prefer to approach customers who are open and eager to meet with them, people with clearly articulated needs that make them easy to connect to solutions.
Title: The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
Authors: Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman
On Shelves & Online: 9/8/2015