The Challenger Customer

Are you targeting the right decision maker?

Any sales rep can tell you that the number of people involved in purchasing decisions has ballooned in recent years. Salespeople need to get a collective "yes" from all of these stakeholders to close a deal, and they don't always know who all of those stakeholders are or what they care about. To make matters more challenging, each of these stakeholders have different priorities, goals, and perspectives. This report covers some of the following areas:

  • Who do you target?
  • What is a "Challenger Customer" and why are they important?
  • How do you drive consensus in the group?

Learn how to lead the group of individuals to communicate and agree on what action they should take by reading this report.

The Challenger Customer

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