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…
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.
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…
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!
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?
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 aspiring Challengers.
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Is making phone calls a part of your profession? Do you find that getting returned phone calls is increasingly more difficult? If you answered “Yes” to either one of these questions, you may be undermining your value and credibility with a single word. Take a minute before reading further to review what your typical message […]
Ever get bad advice? I read a post this morning that struck me as such as it advised 3 Questions Sales People Should Ask Every Prospect. The three questions [taken from a longer 'disqualification checklist' of questions] recommended asking the following questions of every prospect: 1. What is your biggest [YOUR INDUSTRY] related challenge? 2. Why is […]