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Pros & Cons
Pros
After a few dry beginning chapters, this book blossoms with great information. Of the two books, this one is better (and is inclusive of the content in its predecessor) a very deep dive read but worth the study.
Never been in sales but a great read to understand psychology of change and influence. This book bridges one of the difficult business book issues- being both strategic and tactical. This is the best business book i have read in at least 2 years. It's... Read More
Mobilizers come in three flavors; teachers, go-getters and skeptics. It takes a joint effort by sales and marketing to generate the insights and produce the materials to equip the mobilizer to sell the insights internally.
Cons
Author and colleague matthew dixon, make be ill when they say that relationships aren't important and that solution selling is dead. This is poorly written and dry. It is not helpful. The author calls those dysfunctions and they would seen to be that ... Read More
Highlights
Quality
Like the challenger seller i gave this book 5 stars for the quality of the overall insights
Even if you disagree with the conclusions the volume of research is far too valuable to ignore
Any imbalance leads to either no revenue less or lesser quality revenue longer time to revenue or a toxic combination of all of these
Ok first off if you’re familiar with the bestselling book “the challenger sale” “the challenger customer” is from the same authors at ceb
Price
The gist of the book is as follows1 challenge buyers by showing them their status quo is not good enough and is cutting into pr... Read More
Shipping
I also had an issue with shipping that was not their fault and they went above and beyond to resolve the issue
Competitiveness
A great follow up to the challenger sale
What a great followup to the challenger sale
To close sales must do far more than create and deliver a challenger message
After reading the challenger sale i came across the challenger customer
Helpful InsightsBETA
Posted by a reviewer on Amazon
Trying to briefly describe the ideas in the challenger customer reminds me of the guy who took a speedreading course and then bragged that he had read war and peace in an hour
Posted by a reviewer on Amazon
When asked for a synopsis of the book he said “it’s about russia
Posted by a reviewer on Amazon
The problem with that is that often it’s not in the buyer’s own best interests to buy the lowestcost solution yet many buyers make the suboptimal decision because they can’t help it buying is harder than ever before
Posted by a reviewer on Amazon
Buying is harder because more stakeholders are involved an average of 5
Posted by a reviewer on Amazon
That’s complicated by the fact that the most important attribute that senior decision makers consider when choosing a supplier is widespread support across the organization
Posted by a reviewer on Amazon
The traditional sales response to this challenge is to simply work harder
Posted by a reviewer on Amazon
The revelation—at least to me—is that that strategy will actually make it less likely that you will get the sale
Posted by a reviewer on Amazon
As a result the decision gets driven down to the lowest common denominator either status quo or the simplest cheapest choice
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