November 2, 2013 2 Comments
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!
The attribute I am referring to is insight.
To be clear, their research is not the concern, but rather the interpretation by the aforementioned.
Insight is a critical component to successful selling, but there are three particular areas that need to be properly understood in order to have repeatable success in sales.
3 Truths About ‘Insight’
- Insight does not make you a Challenger. If it did, organizations could quickly and easily transform sales teams into Challengers by simply creating brilliant insights, and emailing them out to the sales teams. Insight in the hands of a Challenger is golden, but it is not the insight that makes them a Challenger. It’s what they do with the insight and how that truly causes them to outperform their peers.
- Insight is not a Reframe. For starters, ‘Reframe’ is a verb, whereas ‘Insight’ is a noun defined as…
in·sight (noun \ˈin-ˌsīt\)
: the ability to understand people and situations in a very clear way
: an understanding of the true nature of something
When reps take their insight (noun) and intend it to be a verb, the responsibility of getting a prospect to see things differently rests squarely on the insight. Challengers properly understand the role of insight, but see themselves as responsible for teaching prospects to see things differently, but to do so, they first need to ‘unteach’ what the prospect believes they already know. This is the function of the reframe done through Commercial Teaching, which is not a thought-provoking sentence or question, but rather a process. Being able to reframe is a competency that needs to be developed.
- Insight is not the key to increased sales. A couple of points regarding this assertion:
- Not all insight is earth shattering. When determining what your message will address with a prospect, CEB categorizes the messaging addressing one of two types of insights — 1.) Misunderstood Cause, or 2.) Unrecognized Problems. With the misunderstood cause, prospects are familiar with the problem, but are content living with it or see it as the cost of doing business.
- Insight is not the same as Commercial Insight. This is one of the most important points. A rep can deliver a powerful insight that either teaches the prospect the misunderstood cause or an unrecognized problem, and still lose the sale. It’s actually quite common, especially in Challenger implementations. The mistake is made when insight does not uniquely lead back TO the supplier exclusively. In other words, you are teaching the prospect of a problem that needs to be resolved, but they perceive that any supplier is capable of doing so.
Repeatable Success Tip
It’s no secret that Challengers do things differently, and the results, particularly in a more complex, B2B selling environment, stand in stark contrast to those of different profiles. As is typical of my articles, I care little about the incidental successes sales reps have, but care much more about creating repeatable successes. Following are three areas to focus on in order to do so.
- Develop your reframe competency. Learn how to reframe anything. Practice this in your personal and professional interactions in order to make reframes a natural part of how you think and speak, rather than the ‘thing you do’ when selling. Tweet This
- Don’t abdicate responsibility for insight development. CEB rightly calls out that the best organizations develop insights organizationally so that reps aren’t out making things up on the fly with prospects. That said, this does not mean wait for marketing to deliver. Reps have unique insights from a different perspective than the rest of the organization. Insight development isn’t the responsibility of a single department. It’s the responsibility of all. Tweet This
- Make your insights count. Take the time to test your insights and teaching. In order to make sure that your insight and teaching leads uniquely and exclusively back to you as the supplier, CEB refers to this as the ‘logo test.’ The question is if you were to remove your company logo from your pitch deck, would the prospect point exclusively to your company as the solution? If your teaching and insights could apply to you AND your competition, more refinement is needed. Without this, you are providing free consulting. Tweet This
About the Author: Jeff Michaels is a 20-year Sales & Marketing Executive that works with executives, leaders, and teams to create repeatable success in their business. Articles posted here typically emphasize one or more of the three requirements leading to Repeatable Success — Intentionality, Predictability and Repeatability.