Thursday, October 08, 2015 8:30am - 9:00am
The Challenger Customer
- Brent Adamson, Principal Executive Advisor, Sales & Marketing, CEB
Four years ago, “The Challenger Sale” overturned decades of conventional wisdom with a bold new approach to sales. Now our latest research in the follow-on book, “The Challenger Customer,” reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. To win today, you need a Challenger inside the customer organization—a Mobilizer. Join us as we reveal what high-performing B2B sales and marketing teams grasp that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to connect to any one individual stakeholder. It’s far more often their inability to connect them to each other.