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The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.
It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo.
The Challenger Customer unveils research-based tools that will help you distinguish the “Talkers” from the “Mobilizers” in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Is your B2B content marketing boring? Make Your B2B Content Stand Out From the Crowd using these 5 tactics with examples from MarketingProfs B2B Forum.
Have boring B2B content? 7 ways to enrich your B2B content marketing to make it engaging. Has tips, examples and research to driveB2B marketing results
Want to understand B2B Content Marketing versus B2C Content Marketing in 2016? Here’s research-based analysis with charts and tips to help you get on track.
Want the inside scoop on 2015 B2B buyers to create tailored content marketing? Here’s research, charts and tips to help you.
Need to improve your content marketing? Then take these 5 awesome content marketing tips based on MarketingProfs B2B Forum 2014. Complete with examples.
Want your content marketing to succeed? Follow these 2015 content marketing trends based on Content Marketing Institute and MarketingProfs 2015 B2B research