The long-awaited sequel to the bestselling book "The Challenger Sale" is a guide filled with practices that will help you penetrate the minds of your customers, deliver real value, and win sales. Four years ago, the authors of "The Challenger Sale" turned decades of conventional wisdom upside down with a bold new approach to sales. Now, they reveal something even more surprising: the most powerful sales teams do not focus on friendly, attentive customers. Instead, they target challenging customers. Challenging customers are skeptical, less interested in meetings, and ultimately indifferent about who wins the deal. However, they also possess the credibility, persuasion, and willingness to challenge the status quo, which helps close deals much more frequently than with easier-to-reach customers. This is based on new research from thousands of sources.