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

1st October 2015 |   Journal Of Sales Transformation

The Challenger Customer

Matthew Dixon and Brent Adamson, authors of The Challenger Sale, with Pat Spenner and Nick Toman

The Challenger Customer is the long-awaited sequel to the bestselling sales classic The Challenger Sale, the book which introduced the controversial idea that challenging the customer is the key to sales success. But it turns out that’s only half the story: it’s not just that you challenge, but who you challenge that really matters. To win today, you need a Challenger inside the customer organization – a mobilizer.

Now, after years of extensive research, the team behind The Challenger Sale is back with another game-changing playbook for anyone who needs to sell anything. They have discovered that, contrary to popular belief, the highestperforming sales reps in all industries get results by targeting customers who are sceptical, difficult and less loyal to suppliers. These customers are the “mobilizers”.

Mobilizers can become your strongest allies within your target company: they can bring together a diverse set of stakeholders, fight for large-scale disruptive change and, ultimately, help you win the deal. The Mobilizer Sale offers a roadmap for how to identify them, how to engage them and how to make the sale that will pay again and again, the authors claim. Published by Penguin Random House.