Category Archives: Challenger Selling
Challenger® Selling: “Courageous Questions” Differ from “Grenades”
Many sales leaders are urging their salespeople to adopt CEB’s Challenger Selling™ model to ask “challenging” questions to have effective sales meetings with prospects and clients. The intent is to be more provocative, create differentiation in a crowded market, provide insight, and hopefully add more value to the conversation. This post is designed to share some mistakes I have been seeing with this approach and to offer suggestions for properly asking “courageous questions” in an effective sales meeting.
Insight Selling: Essential Skills for Shaping and Creating Sales Opportunities
Opportunities to grow your business with a major account come in three different modes: Respond, Shape, and Create.
When you respond to an opportunity, the customer has already identified the issue, the solution, and the expected outcomes. Now, a provider is sought. This is the most reactive style of account development. The scope and budget are usually already set. Pressures on both price and competition are often high. By no means should you ignore such opportunities. Flexibility is a key element of business. You have to be able to respond as well as initiate. But, responding is not the best way to develop and grow a business relationship.
Insight Selling – How to Move Beyond an Inward Focus and a Product-based Message
The Problem – Ultra Informed Buyers
Today’s buyers are savvier than ever, which makes selling to them a greater challenge for sales reps and teams. Whether they’re interested in a one-off transaction for a particular product or service, or a long-term strategic partnership, customers from companies of any size and industry can research just about anything they desire online, which puts them in a position of strength over sellers.
If your salespeople are selling the same old products the same old way, then you could very well be deep in a rut. Have you backed yourself into a corner as a commoditized order fulfillment broker rather than someone who can truly add value?
In this video blog post, Richardson’s CEO, David DiStefano, discusses which resources sales reps should be leveraging to successfully navigate resistance from a client.
Selling With Insights: What are the Barriers to Selling With Insights?
In our last blog, How Can Sales Provide More Value to Clients, we discussed how sales provide more value to clients through insight selling. But what are the barriers to Selling With Insights? There are several barriers that sales reps encounter when trying to Sell With Insights to their clients, including finding the most relevant insight for the customer. In his video blog, What are the Barriers to Selling With Insights, Dario Priolo, Chief Strategy Officer, discusses what is required of sales and marketing teams to bring value to the buyer from Selling With Insights.