In the medical field, a doctor’s misdiagnosis can prove fatal. Have you ever considered the consequences of misdiagnosing a sales, marketing or business issue? In the metaphorical sense, a wrong diagnosis can prove fatal to your career or business as well. According to the National Patient Safety Foundation (NPSF), misdiagnosis occurs in the medical profession up to […]
Repeatable Success is a website dedicated to improving the performance of leaders, teams and individuals in the areas of Sales, Marketing and Leadership. Developed in 1998 by Jeff Michaels, the Repeatable Success Model™ demonstrates that for any organization or individual to achieve sustainable results, regardless of industry, function or role, three requirements must be satisfied: Best behaviors […]
If you are new to the Challenger and are struggling with the Reframe, this article may be for you. There are two key stages, or ‘frames,’ that are often missing prior to a Reframe that can cause significant problems with your prospects.
There is one thing that can sabotage your Challenger Sale implementation before you ever have the chance to make the case for change. Avoiding this misstep will lead to much higher odds of success in your implementation.
Find out how the 3-Second Rule can provide you with unique insights about customer’s circumstances in concise ways that most other questions cannot…
Following is my response to a question I received on Quora regarding how ‘Constructive Tension’ sits with a prospect in The Challenger Sale.
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 alike…and that worries me!
When Leaders Get it Wrong
Leaders have learned that we should, “Attack the problem, not the person.” But what do you do when you get the order wrong? Here’s my story…
Evaluate Your Sales Effectiveness with One Question
Too often, there is one behavior that sales reps exhibit, that completely undermines their effectiveness in closing the sale. Your answer to this one question will help you determine if you too, are at risk of compromising your sales effectiveness.
Does a Challenger Sales Rep Do Demos?
The following article answers two questions — Do Challengers do product demos, and if so, where in the process is the appropriate time to do so?