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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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3-Second Rule for Customer Insights
I am going to take a guess here that if you are reading this post, your reason falls into one of two groups. The first group believes that no meaningful customer insights can come within 3-seconds, and...
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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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Challenger Sale Reframe: Two Missing Frames
New to Challenger? Are you struggling with the Reframe? If so, this article is for you. For Challenger Sale practitioners, the Reframe is that pivotal moment in the conversation when you have disrupted...
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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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Challenger Marketing: TaylorMade
Following is an excellent Challenger marketing example from TaylorMade, that takes the conventional wisdom and turns it on its head. Of course, this is requisite for disrupting the status quo. I’d be...
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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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Everybody Wants Change, Nobody Wants TO Change
In the words of Dilbert creator, Scott Adams, “Change is good…you go first!” For most of us, this resonates. We all want to see it, but many fewer want to do it! In Sales & Marketing, the impact of...
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