The specific tips, insights and processes on how to adopt the Challenger Sale approach in your team and organization.The 3 key skillsets behind the Challenger Selling Model: to teach for differentiation, tailor for resonance and take control of the sale and.The 3 surprising findings from the SEC research, including the 5 distinct sales profiles, the winning vs losing sales profile, and the implications for complex B2B sales.Apart from providing a better way to approach customers, it also helps managers improve coaching, sales training, and customer loyalty. The Challenger Sale describes a new sales model that could revolutionize B2B selling in the coming decades. Written by Matthew Dixon and Brent Adamson, ‘The Challenger Sale’ is one book that salespeople recommend pretty often. How did a small group of salespeople continue to deliver outstanding B2B sales results during the 2009 economic crisis? How is the B2B sales landscape changing and what’s the most effective way to get sustainable results? Based on an extensive study involving some 6,000 sales reps from 90 companies, this book explains the surprising discovery that the best way to drive B2B sales is not to build relationships, but to challenge customers. THE CHALLENGER: Taking Control of the Customer Conversation To win today, you need a Challenger inside the customer organization-a mobilizer.
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