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.

In this guide, CEB's Principal Executive Brent Adamson shares:

  • Why your salespeople need to target Challenger Customers
  • How to figure out who the 5.4 stakeholders are, how to get access, and how to engage them
  • How to effectively sell in today's world

Get our free eBook

We may use the data you provide to contact you with information about LinkedIn products. We do not share your personal data with advertisers. To learn more, see LinkedIn's Privacy Policy