The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge.

BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB.  He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review. 
MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB.  He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review.
PAT SPENNER is a managing director in the Sales and Marketing Practice of CEB.  He is a frequent contributor to Forbes and the Harvard Business Review.
NICK TOMAN is a managing director in the Sales and Marketing Practice of CEB.  He is a coauthor of The Effortless Experience and is a frequent contributor to the Harvard Business Review.

CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders and their teams with insight and actionable solutions to transform operations.