CEB’s research shows that decision-makers care whether a given supplier has widespread support across their organization.
#THE CHALLENGER SALE METHOD DRIVERS#
Challengers have a finely tuned sense of individual customer objectives and value drivers and use this knowledge to effectively position their sales pitch to different types of customer stakeholders within the organization.
#THE CHALLENGER SALE METHOD PROFESSIONAL#
To successfully close a deal today, a sales professional must build consensus among customer stakeholders.
![the challenger sale method the challenger sale method](https://www.frontlineselling.com/wp-content/uploads/2015/06/Challenger-Sale.jpg)
Second, one of these profiles performs dramatically better than the rest while one consistently comes in dead last.
![the challenger sale method the challenger sale method](https://blog.hubspot.com/hs-fs/hub/53/hub_generated/resized/09a8bd4a-9041-4b70-8e99-c8bdc8443c79.png)
What we found may be the biggest shock to conventional sales wisdom in decades.įirst, all salespeople fall into one of five statistically derived profiles. Rather than focusing the sales conversation on features & benefits. To better understand what sets these successful sales reps apart, CEB launched a global study of sales rep productivity involving more than 30,000 reps across hundreds of companies around the globe.Ĭhallengers teach their customers. Who are these people? What’s the key to their success? How can we bottle their magic so that others can improve their own performance? Yet even in these difficult times, every sales organization has a few stellar performers.
![the challenger sale method the challenger sale method](https://cbrecruiters.com/wp-content/uploads/2017/05/challengersalesimg.jpg)
Ask any sales leader how selling has changed in the past decade, and you’ll hear a lot of answers but only one recurring theme: It’s a lot harder.