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The Challenger Sale & Sale Process Insights
Be ahead of the curve and challenge the way your customer thinks!
Curated by Kseniya Martin
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Sales for Midsized Companies, Build Alignment and Support for Key Initiatives | CEB

Sales for Midsized Companies, Build Alignment and Support for Key Initiatives | CEB | The Challenger Sale & Sale Process Insights | Scoop.it
CEB helps ensure organizations remain competitive by supporting large-scale sales transformation by helping them gain the approval and funding for change initiatives, as well as short-cycle implementation using our objective advice, quantitative...
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Brian Oehling's curator insight, October 31, 2013 7:17 PM

Beginning stages of implementing Challenger.  Can't wait to see it's impact on our business.

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How To Sell Value Instead Of Commodities

How To Sell Value Instead Of Commodities | The Challenger Sale & Sale Process Insights | Scoop.it
Author and consultant Alexandra Levit explores how one large company shifted to a value-based selling strategy -- and how you can do the same.
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Setting value, not price | McKinsey & Company

Setting value, not price | McKinsey & Company | The Challenger Sale & Sale Process Insights | Scoop.it
The first task is to map benefits versus price—as the customer sees them. Bear in mind that equal value doesn’t mean equal market share. The key decision: do you stay on the line of value equivalence, or get off?
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Introducing Challenger Marketing: Part 2 - From Brent Adamson And Pat Spenner

In our previous post introducing Challenger Marketing, we touched on the first four of seven critical tenets.  In this post, we lay out the three additional tenets of the Challenger Marketing story.
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The Simple Secret That Can Transform Your Marketing Strategy

The Simple Secret That Can Transform Your Marketing Strategy | The Challenger Sale & Sale Process Insights | Scoop.it
One in four mobile applications are never used again after being downloaded and 26 of applications are not used more than once. That's why helpingyou...
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"People are looking for utility, something that will help make their lives easier, solve problems, and add value."

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The New Buyer – Process Still Matters - Sales Performance Optimization & Solution Selling - Solution Selling® Blog

The New Buyer – Process Still Matters - Sales Performance Optimization & Solution Selling - Solution Selling® Blog | The Challenger Sale & Sale Process Insights | Scoop.it
Say the words “sales process” to a seller and you might get a face like this i...
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How Your Sales Force Can Stop Competing On Price

How Your Sales Force Can Stop Competing On Price | The Challenger Sale & Sale Process Insights | Scoop.it
There is so much confusion around the difference between price and value. Here is a simple example. My hometown Columbus, Ohio birthed the Wendy’s fast food restaurant chain. Wendy’s offers what they describe as a “value” menu.
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The Future of Selling: An Interview with the Authors of The Challenger Sale and Solution Selling | OpenView Labs

The Future of Selling: An Interview with the Authors of The Challenger Sale and Solution Selling | OpenView Labs | The Challenger Sale & Sale Process Insights | Scoop.it
The authors of The Challenger Sale and Solution Selling discuss where the future of sales is headed — and how you can make sure you don't get left behind.
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Jerry Busone's curator insight, May 4, 2014 9:05 AM

Good insights to selling in the future

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Infographic: Sales Success in 5 Easy Steps

Infographic: Sales Success in 5 Easy Steps | The Challenger Sale & Sale Process Insights | Scoop.it
Sales can be a tough job. Whether business is booming or your sales pipeline has slowed to a trickle, every deal you close requires an almost surgical application of techniques, strategies, and skill.
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The Most Important First Step in a Sales Process

The Most Important First Step in a Sales Process | The Challenger Sale & Sale Process Insights | Scoop.it
In my first enterprise software company we developed a methodology for sales that we called PUCCKA.This post is about the “P” or pain.The point of PUCCKA was to develop a common
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My Cheat Sheets: Challenger Sales Model: Teaching for differentiation

My Cheat Sheets: Challenger Sales Model: Teaching for differentiation | The Challenger Sale & Sale Process Insights | Scoop.it
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What the "Challenger" Sales Rep Profile Does That Others Won't

What the "Challenger" Sales Rep Profile Does That Others Won't | The Challenger Sale & Sale Process Insights | Scoop.it
There are 3 things the "Challenger" sales rep profile does that others don't.
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Your Sales Kickoff Sucks! - Sales For Life

Your Sales Kickoff Sucks! - Sales For Life | The Challenger Sale & Sale Process Insights | Scoop.it
Do your Sales Kickoff Suck? If you are looking to build value in your next sales cycle, consider something new and innovative like Social Selling.
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Introducing Challenger Marketing: Part 1 - From Brent Adamson And Pat Spenner

How important is the role of marketing in building a Challenger organization?
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The Secret Reason the Successful Share Their Secrets

The Secret Reason the Successful Share Their Secrets | The Challenger Sale & Sale Process Insights | Scoop.it
There are reasons the most successful people in the world are so transparent about what they believe and what they do. The most successful people in the world don’t have a scarcity mindset. They’re...
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Advice for Young Salespeople from 9 Sales Veterans

Advice for Young Salespeople from 9 Sales Veterans | The Challenger Sale & Sale Process Insights | Scoop.it
Much has changed in the sales game over the years, and much has stayed the same. We asked these sales veterans for tips for the young salesperson. Questioning and listening skills are vital. Close behind that would be pricing integrity.
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Beware Of These 7 Tricks Professional Buyers Use To Get a Lower Price

Beware Of These 7 Tricks Professional Buyers Use To Get a Lower Price | The Challenger Sale & Sale Process Insights | Scoop.it
Professional buyers are just that – professional. They didn’t get that way by being a slouch. Today’s buyers are more educated and equipped to do battle with salespeople than ever before. I hate to say it, but too many times the buyers are winning.
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A Letter of Resignation

A Letter of Resignation | The Challenger Sale & Sale Process Insights | Scoop.it
This was submitted by the head of sales at a client company of mine. If you have ever wondered why this happened, this might be informative.
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A Metaphor for The Challenger Sale

A Metaphor for The Challenger Sale | The Challenger Sale & Sale Process Insights | Scoop.it
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 p...
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Jerry Busone's curator insight, May 4, 2014 9:00 AM

For those that like to fish...heres a good metaphor for the challenger frame and the emotional pathway...

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Ten Things I Wish I'd Have Known Before I Started Selling

Ten Things I Wish I'd Have Known Before I Started Selling | The Challenger Sale & Sale Process Insights | Scoop.it
It’s about creating value. I resisted selling early in my life because I believed salespeople took advantage of other people. I thought that they were sleazy, self-oriented, and manipulative. Only ...
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