Category Archives: Challenger Selling

October 20th, 2014

Challenger® Selling: “Courageous Questions” Differ from “Grenades”

challenger-selling

Challenger® Selling: “Courageous Questions” Differ from “Grenades”

Many sales leaders are urging their salespeople to adopt CEB’s Challenger Sellingmodel 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.

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October 7th, 2014

Insight Selling: Essential Skills for Shaping and Creating Sales Opportunities

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.

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September 9th, 2014

Insight Selling – How to Move Beyond an Inward Focus and a Product-based Message

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?

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December 20th, 2013

How can sales reps prepare for resistance from a client?

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.

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August 23rd, 2013

Video Blog – Selling With Insights: What are the Barriers to Selling With Insights?

video-selling-with-insights-barriers

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.

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October 4th, 2012

Predicting Success in Sales Roles – Lessons from Moneyball

Predicting Success in Sales Roles – Lessons from Moneyball

This post in an excerpt from the Chally Group’s white paper “Challenging the SEC’s Challenger Selling Model,” by Howard P. Stevens, Chairman, Chally Group Worldwide.

 

What makes a salesperson successful? Is it charisma? Product or industry knowledge? Experience? Tenacity? Ability to “challenge” customers?

If you’re going to improve your business, it’s not enough to know that some people are successful — you need to know specifically what has the greatest (and least) impact on success so that you can apply that when managing talent among your sales force. Simply guessing or relying on generalizations based on “Survey Monkey” research leaves too much room for risk.

Success in sales roles is predicted based on the presence of the salesperson’s capacity to deliver specific skills, abilities, and competencies associated with the requirements of a very well-defined sales role. Even within the same sales organization, a strength in one sales team could be immaterial in another if their roles and targets are different.

The best-selling book Moneyball presents a valuable lesson for sales organizations regarding effective talent management. Billy Beane, the GM of the Oakland A’s, knew the traditional metrics for selecting players wouldn’t cut it. Scouts had long employed subjective, nonquantitative measures like, as one of the scouts put it, “he has an ugly girlfriend, and that means no confidence.” He evaluated his players and potential trades using specific dispassionate metrics rather » Continue Reading.

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September 5th, 2012

The Missing Link in the Challenger Sales Training Approach

Challenger Sales Training Missing Link

I recently read a white paper by a competitor that I’ve long known and long respected.  The paper reflected the influence of The Challenger Sale on this company’s sales methodology.  The concept of “Challenger” has captured the interest of the mainstream press and social media and sounds appealing to many sales leaders who are looking for new ways to drive business in a slow growth economy.  Several voices in our industry have argued against the Challenger sales training approach.  My initial reaction was to recognize it as an approach that I didn’t buy into — live and let live.  But the interest in Challenger sales training that I have seen has spurred me to add my voice.

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