What characteristics do you think mobilizers have?

Correct! Wrong!

Research has shown that average sales reps. sell to Talkers and fail, while high-performers sell to Mobilizers and win. It is not just good enough to get the meeting, in fact, research tells us that good sales reps. sell to the right people, and the difference can be huge, as research found that sales reps who engage Mobilizers are 31% more likely to be high performers than those who don’t. Identifying and focusing on the Mobilizer is so important, as the opposite “Talkers” won’t bring you closer to getting the deal. Your responsibility is to sort Talkers from Mobilizers. Talkers can be great for information, but they won't be your wingman and drive the process internally in the customer organization. You need a Mobilizer for that!