We are currently making improvements to the Audible site. In an effort to enhance the accessibility experience for our customers, we have created a page to more easily navigate the new experience, available at the web address www.audible.co.uk/access.
 >   > 
The Challenger Customer Audiobook

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

Regular Price:£21.99
  • Membership Details:
    • First book free with 30-day trial
    • £7.99/month thereafter for your choice of 1 new book each month
    • Cancel easily anytime
    • Exchange books you don't like
    • All selected books are yours to keep, even if you cancel
  • - or -

Publisher's Summary

Based on an exhaustive study of hundreds of sales reps and thousands of customers across multiple industries, the authors found that every potential customer contact falls into one of seven distinct profiles. While many are worth talking to, the highest performing reps concentrated their time on a specific few. 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. The authors call these customers Talkers. The high performers spent their time, instead, with customers who were less eager to meet, generally skeptical and difficult to manage, and much more apt to be agnostic about one supplier over another. They call these customers Mobilizers.

High performers understand what their average-performing colleagues don't: in a world in which complex deals require widespread consensus across a diverse - and typically dysfunctional - set of customer stakeholders, only Mobilizers have the skill and the will to fight for large-scale, disruptive change and, ultimately, help win the deal. Challenger sellers, in other words, target Challenger customers.

The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization.

Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.

©2015 Brent Adamson (P)2015 Penguin Audio

What Members Say

Average Customer Rating

4.7 (7 )
5 star
 (5)
4 star
 (2)
3 star
 (0)
2 star
 (0)
1 star
 (0)
Overall
4.4 (5 )
5 star
 (3)
4 star
 (1)
3 star
 (1)
2 star
 (0)
1 star
 (0)
Story
4.4 (5 )
5 star
 (3)
4 star
 (1)
3 star
 (1)
2 star
 (0)
1 star
 (0)
Performance
Sort by:
  •  
    Paul Tansey 08/02/2016
    Paul Tansey 08/02/2016 Member Since 2009

    Adoring husband, proud father of 3 great boys and Managing Director at Intergage - a marketing business on the South Coast in the UK

    HELPFUL VOTES
    1
    ratings
    REVIEWS
    36
    1
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "The 21st Century Solution Sales Handbook"
    What did you like most about The Challenger Customer?

    The sales and marketing landscape is changing and those changes are far reaching and permanent. Senior sales and marketing solution sales professionals are grappling with a new set of problems. Highly connected and informed 21st century buyers refuse to be sold to and instead, take control - engaging only after they have already completed 57% of their buying journey. This book explains how to change the buyer journey and what B2B sales and marketing professionals have to do to avoid becoming a statistic as even sophisticated solutions become commoditised. I sat listening to the audio book at my computer, fascinated and drawing out a mind map to enable me to quickly explain the essence of it to my team. Those of you who read the book will understand how to sell to my business better, given that information. Fascinating.


    1 of 1 people found this review helpful
Sort by:
  • Bill King
    23/09/16
    Overall
    Performance
    Story
    "Two hours was all I could stand"

    This narrator drones on and on and it never gets to a point. I finally had to turn it off

    0 of 0 people found this review helpful
  • Clayton
    23/08/16
    Overall
    Performance
    Story
    "No one does it like challenger"

    The only research backed series of business to business sales you need in your library.

    0 of 0 people found this review helpful
  • Byron
    02/06/16
    Overall
    Performance
    Story
    "Sensible Must For Startup Selling"

    Challenger makes so much sense, you continue to study it, not just read or listen, or in this case both.
    The Challenger Customer is now among my short list of must-employ schools of thought, like Lean Startup, Pitch Anything and Simon Sinek's work, among others.
    Consider Challenger a short cut to understanding the competitive state of introducing change with customers, or, risk either losing to "do-nothing" or falling to others using this as a competitive advantage.
    Challenger is the heart of how I'll approach the market from now on. Reading it will reveal so many answers.

    0 of 0 people found this review helpful
  • Amazon Customer
    08/04/16
    Overall
    Performance
    Story
    "Excellent, can't wait to try it out!"

    I have been in the software sales business for 20 years and have been to many sales training courses in that time. this is the first program I have experienced that comes at the sale from the eyes of the customer and what happens after I leave there office. I have always tried to think of the sale from the customers eyes, not knowing ultimately what they are up against because they wouldn't give me 100% of the story . I guess they thought they would loose leverage by being 100% traspatent and now I don't need to wonder any more. This book takes their red tape away. thank you

    0 of 0 people found this review helpful
  • julzmay
    12/02/16
    Overall
    Performance
    Story
    "Packed with great content... so many bookmarks"
    Would you consider the audio edition of The Challenger Customer to be better than the print version?

    For many business audio books - I know that they are really good if I then want to go and purchase the print version. This is one where the print version is being delivered tomorrow.


    Any additional comments?

    So much of the day in and day out reality these days has to do with working through the committee purchasing process within organizations... this book provides excellent information on how to work within that dynamic and to enable them to escape some of the dysfunction.

    0 of 0 people found this review helpful
  • SocialSellingGal
    27/01/16
    Overall
    Performance
    Story
    "The Authors Practice What They Preach"

    Mind blowing, career shifting insights to the most important marketing and sales findings to date. The words inside will have sales reps winning more deals faster and with better margins. From rethinking your content strategy to consensus sales conversations and beyond, every page reshapes your team's business development efforts. And... there are real world examples that make the what to do and how to do it very clear.

    0 of 0 people found this review helpful
  • Blair C
    07/10/15
    Overall
    Performance
    Story
    "great read for all sales pros"

    this is a great read and resource for all sales pros. it provides updates on old ideas and creates new frameworks for managing complex sales processes.

    0 of 0 people found this review helpful
  • Sean Henri
    Cheshire, CT
    12/09/15
    Overall
    Performance
    Story
    "Demand Gen & Content Marketers: Pay Attention"

    More invaluable research and insights from the team at CEB. This book challenges the conventional wisdom on content marketing and demand generation practices in a way that's hard to ignore. A must read for those in both sales and marketing.

    0 of 0 people found this review helpful
  • rdub
    26/04/16
    Overall
    Performance
    Story
    "Narration is unbearable"
    Would you try another book from the authors and/or Steve Kramer?

    Absolutely!


    Who would you have cast as narrator instead of Steve Kramer?

    ANY BODY. Seriously, the narration is unbearable - it's monotone and sounds like a some kind of really bad corporate training web module. It's good content, but PLEASE, I can't get through this audiobook if Steve Kramer says another word, as I might fall asleep and drive my car off the road.


    0 of 1 people found this review helpful

Report Inappropriate Content

If you find this review inappropriate and think it should be removed from our site, let us know. This report will be reviewed by Audible and we will take appropriate action.

Cancel

Thank you.

Your report has been received. It will be reviewed by Audible and we will take appropriate action.