Are you finding that hitting your target market is increasingly more difficult? Especially in the age where so many aspects of marketing are changing and evolving such as content management strategies, SEO and social media. Marketing is playing an increasingly critical role in organizations these days for a variety of reasons, one of which, as […]
The Phone Call… “Am I going crazy?” Having just answered the phone, I had no idea who was calling and asking such a question of me. I responded with a courteous, but cautious chuckle saying, “Well…I think I’ll need a little more to go on. With whom am I speaking?” She paused, told me who it was, […]
What makes a great Marketer? The best marketers are thought-leaders. Not only are they acutely aware of the drivers of their results, but they have a deep understanding of consumer behaviors and point the organization forward to be prepared for trends and shifts in their behavior. They love [useful] metrics, as this guides their efforts […]
Challenger Marketing Example
Following is an example how one company changed its messaging and increased it’s response rates by 94% and sales by 91%…
The following article highlights a new rep’s successful transition from Relationship Builder to Challenger, earning him the top sales rep performance for the year. Read more about his insights here…
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, team or individual to achieve sustainable results, regardless of industry, function or role, three requirements must be satisfied: […]
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.