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Challenger Sale: Change Your Trajectory
Sales growth begins at the root and is unseen Have you ever experienced planting your lawn by seed rather than laying sod? If so, you are likely familiar with the concern you feel after seeing no...
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Implementing the Challenger Sale, Visually
Making a Powerful Impact, Visually In January 2012, I was giving a keynote address on becoming a ‘Challenger’ to a room full of highly competent sales reps, who were self-described as Relationship...
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Are your questions killing the sale?
Prospecting can be tough and so can getting calls returned. When a sales person finally gets that prospect’s call, many fail to quickly establish credibility and ultimately lose the sale, without ever...
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Challenger: Use a Warmer to Build Credibility
In my previous post, Are your questions killing the sale?, I framed the ineffectiveness of reps using exploratory questioning with prospects to get deeper into their business issues. The consequence of...
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Challenger: Reframing the Reframe
Whether you are in the process of becoming a Challenger organization, or just about to implement Challenger, you will quickly recognize that one of the most important aspects is the Reframe. Not...
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Challenger Sale: Do you Reframe in 3-D?
Do you remember when the Magic Eye pictures were all the rage back in the 90′s? For those unfamiliar with Magic Eye artwork, a 3-D image was embedded into a picture that otherwise appeared to be...
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Sales: Beware of False Positives
What are False Positives? As a term often used in the medical community, a False Positive is defined in the Medical Dictionary as, ‘A result that indicates that a given condition is present when it is...
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A Metaphor for The Challenger Sale
In my post, Challenger: Reframing the Reframe, I spoke of the common struggles many organizations are having with the Reframe that are implementing The Challenger Sale. The aim of this post is to...
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Is it okay to let prospects struggle?
He watched every day, waiting for the butterfly to emerge. One day it happened, a small hole appeared in the chrysalis and the butterfly started to struggle to come out. At first the boy was excited,...
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Challenger Tip: Practice what you preach when coaching
Sales Leaders were gathered around the conference table to debrief the progress of each respective team’s reps in The Challenger Sale. There were some great successes shared, with one story of a...
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Sales: Those that can’t close, can’t open
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...
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Constructive Tension through Insights
If you are anything like me, I learn best from real life examples. This morning, I was reflecting on a conversation I had with a major retailer a number of years ago, that not only got them to think...
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Does a Challenger Sales Rep Do Demos?
Inspired by a very good question in the CEB Challenger Sale forum, I decided to write an article on the topic of product demonstrations relative to the Challenger Sale, addressing some of the questions...
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Challenger Sale: Three Types of Tension
Whether you realize it or not, every sales call produces tension. But only one type of tension contributes to successful outcomes. Which of the three types most closely represents your approach?...
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Challenger Sale Reframe: Two Missing Frames
New to Challenger? Are you struggling with the Reframe? If so, this article is for you. For Challenger Sale practitioners, the Reframe is that pivotal moment in the conversation when you have disrupted...
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A Challenger Rep’s Rise to #1
As we closed our second full year in our Challenger implementation, we saw another year filled with breakout performances as reps started refining their Challenger Sale skill-sets. The following...
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3 Steps to Reframe Prospect’s Thinking
Capturing the attention of a prospect has become increasingly more difficult. We’ve all heard the numbers: 100 billion business emails were sent and received per day in 2013 – Radicati Group 86% of...
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Challenger Tip: Practice what you preach when coaching
Sales Leaders were gathered around the conference table to debrief the progress of each respective team’s reps in The Challenger Sale. There were some great successes shared, with one story of a...
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