Goodreads helps you keep track of books you want to read.
Start by marking “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results” as Want to Read:
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
Enlarge cover
Rate this book
Clear rating
Open Preview

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

4.02  ·  Rating details ·  460 ratings  ·  23 reviews
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge.

Picture your ideal customer: friendly, eager to meet, ready to coach
...more
Kindle Edition, 264 pages
Published September 8th 2015 by Portfolio (first published September 3rd 2015)
More Details... Edit Details

Friend Reviews

To see what your friends thought of this book, please sign up.

Reader Q&A

To ask other readers questions about The Challenger Customer, please sign up.

Be the first to ask a question about The Challenger Customer

Community Reviews

Showing 1-30
Average rating 4.02  · 
Rating details
 ·  460 ratings  ·  23 reviews


More filters
 | 
Sort order
Start your review of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
Andrew
Oct 19, 2015 rated it it was amazing  ·  review of another edition
The Challenger Customer is about selling to bureaucratic organizations. The thesis is that it doesn't matter if you win over an individual - they are going to take the deal to a group who may think your solution is great, but not even agree on the problem being solved. For example, maybe your training offering is fantastic, but they think the problems needs fixed by upgrading the computer system or hiring more. The book shows that you have to get people in the same ball field first by defining ...more
Marques Hollie
Disclaimer: I am in a sales-adjacent role, but not a salesperson. That said, I think a lot of the content and methodologies described in this book are fantastic; my one gripe is that I feel like this book could have been quite a bit shorter (while still providing the core content).
Carlos Hidalgo
Jun 18, 2019 rated it it was amazing
Great book that should shape how both marketing and sales people view their customers and interact with them.
Christopher J Finlayson
Jun 29, 2019 rated it really liked it
A couple good ideas, but not quite a full book

Challenger Customer has a couple of interesting ideas. Consensus between large groups of customers is required for sales to large customers (5.4 people on average). Mobilizers, regardless of title, help drive consensus. Mobilizers are often challenging to sell to, but are more useful than talkers. It’s the job of the seller to coach mobilizers on how to drive consensus and facilitate the process through active discussion of core issues.

I generally
...more
Lee
Jul 17, 2018 rated it liked it
Nothing like being told to read a book for work to stoke a kids enthusiasm!

This book IS insightful, and I benefited from reading it, but shucks, it takes a pop-business book to convert "60% growth" into a full page multi-bar chart with distinctly labeled delta.

This book could have been 40 pages of really sharp and meaningful analysis, but I suppose the publisher would have had trouble justifying the cover price.
Vasco
Sep 10, 2018 rated it really liked it
The bad: nothing in particular.

The good: a very interesting segue to The Challenger Sale, this book touches on finding a champion within the company that promotes a Challenger mindset within the organization itself. Types of Mobilizers are broken down, as well as sales and content strategy to accelerate. Great read.
Martin Felando
Jun 17, 2018 rated it really liked it
Excellent follow up to The Challenger Sale. Great for sellers looking for who to target at large companies. Most large sales involve about 5 decision makers; this book helps you identify the best and worst archetypes when it comes to selling.
Andy Bintoro
Oct 05, 2019 rated it it was amazing
Shelves: management, marketing
Interesting, this book divided customers unto 7 types, and help us overcoming the most challenging type of customers. At least, this book can help you identify your customers.
Ben Kirk
Jul 06, 2019 rated it liked it
Could have been written in much fewer words, but has good content that's relevant in today's B2B sales and customer success models.
Jeffrey
Aug 02, 2017 rated it really liked it
This review has been hidden because it contains spoilers. To view it, click here.
Sophie Smith
Aug 09, 2019 rated it it was ok
Shelves: 2019, work-books
Meh
John Doyle
Dec 08, 2015 rated it it was amazing
Shelves: business
Like its predecessor the Challenger Sale, the insights in this book are based on a premise that the fundamental dynamics between suppliers and buyers have been transformed by the internet and decentralized decision-making frameworks. I accept the premise and the authors' frameworks for marketing and selling complex solutions into large organizations. In most cases, suppliers of these complex solutions are competing with the status quo. This means that job number one is to reframe the buyer's ...more
Andrew
Oct 18, 2015 rated it it was amazing  ·  review of another edition
The Challenger Customer is about selling to bureaucratic organizations. The thesis is that it doesn't matter if you win over an individual - they are going to take the deal to a group who may think your solution is great, but not even agree on the problem being solved. For example, maybe your training offering is fantastic, but they think the problems needs fixed by upgrading the computer system or hiring more. The book shows that you have to get people in the same ball field first by defining ...more
Siim
Aug 24, 2016 rated it really liked it
Shelves: sales
To make a sale, an easy-going, agreeable customer is the last person you need. It is all perfectly logical. Somebody needed to do the rigorous research on it, complete with factor analysis. And write it down in an easy to read book. This is that book.

“To sum it all up, you can’t find Mobilizers on an org chart. They’re not the VP of this or the senior director of that. Role and title don’t matter. They’re individuals who mobilize irrespective of the org chart, not because of it.”
Jared
Mar 01, 2016 rated it really liked it
Really enjoyed the first half of this book, but felt the second half was quite weak. However, still worth reading as it will change your perspective on your engagement with customers (and redefine who you consider your customer to be).
John Daut
Dec 17, 2015 rated it it was amazing
Good research. Great insight.

The CEB team provides more researched insight than 99% of the self proclaimed sales consultants. Having read both books provides a good formula for managing both sellers and buyers.
Kim Caudill
Started strong, last chapters on marketing strategy seemed to be a divergence from Challenger Sales model.
Marketing materials as commercial education and processes of identifying marketing staff skills that align became a arduous read.
Sana Vasli
Mar 23, 2016 rated it it was ok
A lot of interesting concepts at the beginning. The book takes the long route to explain simple things and becomes a struggle to get through
Brian
Feb 17, 2016 rated it it was amazing
Shelves: business
Fantastic evolution of B2B marketing and sales framework
PeterBlackCoach
Demonstrates how much the buying process has changed - and how it affects the sales process. Recommended to read in conjunction with The Challenger Sale
Peter
rated it it was amazing
Jul 21, 2016
Ralph
rated it it was amazing
Dec 06, 2016
Andy Pederson
rated it it was amazing
Apr 11, 2016
Eric Nelson
rated it it was amazing
Nov 01, 2015
Matt
rated it liked it
Aug 15, 2019
Fredrik Sudmann
rated it liked it
Jul 15, 2018
Melissa Anderson
rated it really liked it
May 10, 2019
Trey
rated it it was amazing
Jan 06, 2017
Mike Berckenhoff
rated it it was amazing
Jul 08, 2017
Jen
rated it really liked it
Nov 14, 2017
« previous 1 3 4 5 6 7 8 9 next »
There are no discussion topics on this book yet. Be the first to start one »

Readers also enjoyed

  • The Challenger Sale: Taking Control of the Customer Conversation
  • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
  • New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
  • Competing Against Luck
  • Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team
  • Way of the Wolf: Become a Master Closer with Straight Line Selling
  • SPIN Selling: Situation Problem Implication Need-payoff
  • Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell
  • The Alliance: Managing Talent in the Networked Age
  • Value Proposition Design: How to Create Products and Services Customers Want
  • Getting Past No: Negotiating in Difficult Situations
  • Gridiron Genius: A Master Class in Winning Championships and Building Dynasties in the NFL
  • What You Do Is Who You Are: How to Create Your Business Culture
  • Execution: The Discipline of Getting Things Done
  • Trailblazer: The Power of Business as the Greatest Platform for Change
  • The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
  • Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No
  • The Predators' Ball: The Inside Story of Drexel Burnham and the Rise of the Junk Bond Raiders
See similar books…
“As we considered the “track them down and win them over” approach, you’ll remember, we found that while winning greater stakeholder access may help, more careful positioning of one’s offering to each stakeholder’s needs actually hurts us—at least in terms of driving high-quality deals. And that finding was really counterintuitive.” 0 likes
“To sum it all up, you can’t find Mobilizers on an org chart. They’re not the VP of this or the senior director of that. Role and title don’t matter. They’re individuals who mobilize irrespective of the org chart, not because of it.” 0 likes
More quotes…