You are here

Whitepaper: The challenger customer

August 26, 2015

The average B2B decision-making group includes 5.4 buyers, and the likelihood of a purchase decision being made drops to 30 per cent with that number. B2B sales and marketing teams need more than just a great product or service to win over often skeptical and disparate buying groups. Complex deals require consensus among a wide range of stakeholders across the organisation. To win bigger deals, sales and marketing must work to identify challenger customers, to forge a healthy consensus.

This whitepaper from CEB unveils research-based tools that will help you distinguish the 'mobilisers' in any organisation. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organisation.

 

About your personal data

When you view this video, your data will also be shared with our trusted partner %company:title who may contact you with further relevant information.

For more information on how we process your personal data please see our privacy policy.

Summary

Topic

Customer insight

Pages

4

Size

198 KB

About your personal data

When you submit your details in order to access this content, your data will also be shared with our trusted partner %company:title who may contact you with further relevant information.

For more information on how we process your personal data please see our privacy policy.