The authors call these customers Talkers. 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. Engaging and challenging this individual is crucial to your deal’s success. In The Challenger Customer, CEB research identifies the Mobilizer customer as a critical player on the buyer panel.
While many are worth talking to, the highest performing reps concentrated their time on a specific few. The Challenger Customer: How to Identify and Engage the Right Customers.
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. What that team discovered may turn the common wisdom about customer behavior upside down. The need to understand how customers make their decisions, especially when it comes to selling large-scale, business-to-business solutions, drove the author team behind The Challenger Sale to investigate how sales reps won high-quality deals. It turns out that’s the last person you should be pitching. In the challenger customer, ceb research identifies the mobilizer customer as a. Picture your ideal customer: collegial, eager to meet with you, and ready to champion your products across the organization. I recently read the challenger sale: taking control of the customer. To win today, you needaChallenger inside the customer organization-a mobilizer. It’s not just that you challenge but who you challenge that really matters. But it turns out that’s only half the story. As the bestseller The Challenger Sale proved, challenging the customer is now the key to sales success.