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.

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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 […]

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 […]