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The long-awaited sequel to the bestselling sales classic The Challenger SaleA handbook of practices that will help you get into your customers heads- deliver good value- and win the sale DANIEL H. PINK- author of To Sell is Human and DriveFour years ago- the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams dont focus on friendly- attentive customers. Instead- they target challenger customers. Challenger customers are sceptical- less interested in meeting- and ultimately indifferent as to who wins the deal. But they also have the credibility- persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Based on new CEB research from thousands of B2B marketers- sellers and buyers around the world- The Challenger Customer shows you how to find these mobilizers and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again. thechallengercustomer.co.uk...