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Don’t Sabotage Your Challenger Sale Implementation
In January 2012, as I began my first Challenger Sale implementations across several of our SBUs, there were certainly things I would later change in subsequent implementations. One thing that remains...
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3-Second Rule for Customer Insights
I am going to take a guess here that if you are reading this post, your reason falls into one of two groups. The first group believes that no meaningful customer insights can come within 3-seconds, and...
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1-Question Test of Sales Effectiveness
As a general principle, we in the profession of Sales seek to disrupt the Status Quo of our prospects. This is good…and appropriate. Too often, there is one behavior that sales reps exhibit, that can...
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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 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...
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Challenger Tip: The Problem with “Good Fit”
Ron, a colleague of mine, is often counseling his sales team away from using the expression ‘good fit’ when working with prospects. His point merits repeating. Ron’s counsel usually starts with, “Just...
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Challenger Tip: Where are you leading?
Challenger Principle: “Lead TO, not WITH your solution” I have the honor of talking with sales reps from all over the world who have taken a keen interest in becoming Challengers. A common issue that...
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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...
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Challenger Sale: Moving beyond Rational Drowning
It was June of 1986 on our annual water ski trip to the Colorado River when it happened. Families were enjoying the warm sun sitting on the beach in this little cove on the bend of the river. Water...
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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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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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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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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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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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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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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: 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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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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