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?
Search Results for: Business
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.
Sitemap
Business Insights Business (General) Business Process Goals Planning Strategy Systems Time Management Challenger Challenger Implementation Challenger Marketing Challenger Sale Challenger Tips Choreography Commercial Insight Commercial Teaching Emotional Impact Rational Drowning Reframe Warmer Challenger Successes Leadership Insights Communication Decision Making Diagnosis Hiring Interviewing Leadership (General) Problem Solving Process Marketing Insights Alignment Branding Direct Mail Email Marketing […]
The Problem with PowerPoint Presentations
When it comes to presentations, PowerPoint by far, is one of the most commonly chosen delivery vehicles for the presentation. But with it comes 4 Pitfalls that you might not be aware of.
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?
Challenger Tip: Where are you leading?
A common issue that reps often bring up is their inclination to bring product or solution into the discussion too early. Learn about 2 problems this creates and 3 questions that will help lead prospects TO your solution without leading WITH your solution.
Is ‘Status Quo’ Perception or Reality?
“Status Quo” – The condition we all are describing these days. Whether talking about sales, marketing, innovation or strategy, our aim is always the same…to “disrupt the status quo.” But, this is commonly misunderstood?
1 Word that Undermines Your Value
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 […]
6 Causes for Marketing Misses
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 […]
Challenger Sale: Moving Beyond Rational Drowning
Growing up on the coast of Southern California, I was no stranger to the rip currents we would often see. For those unfamiliar, a rip current (a.k.a. ‘Riptide’) is when the wind and waves push water toward the shore, which then causes the water to travel sideways along the shoreline from oncoming waves until it […]
