Challenger Marketing: TaylorMade

Following is an excellent visual example of Challenger marketing from TaylorMade, that takes conventional wisdom and turns it on its head.

A Challenger Rep’s Rise to #1

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…

Challenger Sale Reframe: Two Missing Frames

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.

Don’t Sabotage Your Challenger Sale Implementation

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.

Challenger Sale: Three Types of Tension

Following is my response to a question I received on Quora regarding how ‘Constructive Tension’ sits with a prospect in The Challenger Sale.

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 alike…and that worries me!

Do Challenger Sales Reps Do Demos?

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?

Challenger Sale Tip: Don’t Sell Solutions

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.

Challenger Tip: The Problem with “Good Fit”

As a society, we regularly use the expression “good fit,” whether we are talking with prospects, or considering candidates for a position. But are we causing ourselves problems?

5 Misconceptions of the Challenger Sale

I interact and participate in a variety of Sales & Marketing forums and events, and inevitably, when the topic of the Challenger Sale comes up, I hear one of five [often misinformed] points of view on the Challenger Sale. While I am a huge fan of the research and principles of the Challenger Sale, I […]