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Challenger Tip: Where are you leading?
Challenger Sale Principle: “Lead TO, not WITH your solution” I have the honor of talking with sales reps from all over the world who have taken a keen interest in becoming Challengers. A common issue...
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Challenger Tip: The Problem with “Good Fit”
Ron, a colleague of mine, is often counseling his sales team away from using the expression ‘good fit’ when working with prospects. His point merits repeating. Ron’s counsel usually starts with, “Just...
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Challenger Sale Tip: Don’t Sell Solutions
In the day and age where the conventional wisdom of selling has migrated from product selling to solution selling, I would like to provide a different perspective on the topic, particularly for the...
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Does a Challenger Sales Rep Do Demos?
Inspired by a very good question in the CEB Challenger Sale forum, I decided to write an article on the topic of product demonstrations relative to the Challenger Sale, addressing some of the questions...
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1-Question Test of Sales Effectiveness
As a general principle, we in the profession of Sales seek to disrupt the Status Quo of our prospects. This is good…and appropriate. Too often, there is one behavior that sales reps exhibit, that can...
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Challenger Sale: The Truth About ‘Insight’
With the rise in popularity of The Challenger Sale, there is one particular attribute of CEB’s research that has seemed to capture the attention of reps, consultants and sales training companies...
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Challenger Sale: Three Types of Tension
Whether you realize it or not, every sales call produces tension. But only one type of tension contributes to successful outcomes. Which of the three types most closely represents your approach?...
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Don’t Sabotage Your Challenger Sale Implementation
In January 2012, as I began my first Challenger Sale implementations across several of our SBUs, there were certainly things I would later change in subsequent implementations. One thing that remains...
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A Challenger Rep’s Rise to #1
As we closed our second full year in our Challenger implementation, we saw another year filled with breakout performances as reps started refining their Challenger Sale skill-sets. The following...
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3 Steps to Reframe Prospect’s Thinking
Capturing the attention of a prospect has become increasingly more difficult. We’ve all heard the numbers: 100 billion business emails were sent and received per day in 2013 – Radicati Group 86% of...
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