The challenger sale ceb11/20/2022 ![]() ![]() Companies can immediately begin to leverage the un-tapped value locked away in the core of their sales force," says co-author Brent Adamson, managing director, CEB. "Up to 80 percent of sales reps can become Challengers when armed with the right tools, training and coaching. The good news for companies whose ranks are not already filled with Challenger sales reps is that Challengers aren't only born, they can be made. They are the skills of the future, and any sales force that ignores the message of this book does so at its peril." These are the core skills of Challengers. They expect salespeople to teach them things they don't know. ![]() "SPIN Selling" author Neil Rackham notes in the book's forward that "Customers have been demanding more depth and expertise. While business customers perceive very little difference between suppliers in terms of brand, product, service and price, they perceive huge difference in terms of the quality of the sales experience. The success of the Challenger profile is not surprising given that more than 53 percent of what drives B2B customer loyalty is the sales experience itself. It's ironic given that Relationship Builder is the profile most sales leaders have placed the biggest bets on," says co-author Matthew Dixon, managing director, CEB. ![]() The dominant performance of the Challenger profile stands in stark contrast to that of the Relationship Builder profile, which represents only four percent of sales stars in complex sales. "When it comes to star-performing sales profiles, there is a clear winner and a clear loser. In contrast to Relationship Builders, who seek to resolve tension throughout the sale, Challengers maintain a certain amount of constructive tension across the sale to keep it moving forward. To view the multimedia assets associated with this release, please visit: Ĭhallenger reps are defined not by overly aggressive behavior, but by their ability to teach new insights, tailor the message for different types of stakeholders and take control of the overall sales conversation. ![]()
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