Challenger Sale
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Rescooped by Jeff Michaels from The Challenger Sale & Sale Process Insights
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Roadmap to Building a Challenger Commercial Organization


Via Kseniya Martin
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The End of Solution Sales | CEB

The End of Solution Sales | CEB | Challenger Sale | Scoop.it

The End of Solution Sales. Customers don't need salespeople, so sales leaders need a new playbook. (As featured in Harvard Business Review)

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Challenger Sale: It's All In the Reframe « Repeatable Success

Challenger Sale: It's All In the Reframe « Repeatable Success | Challenger Sale | Scoop.it
The Challenger Sale Choreography If you are familiar with the Challenger Sale, you will quickly recognize the six components of the Challenger Choreography described as follows: 1. The Warmer 2. The Reframe 3.
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Sean Goldie's curator insight, September 30, 2013 5:28 PM

Love the reframing exercise!

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CEB Sales Blog » The 3 Key Ingredients of Commercial Insight

CEB Sales Blog » The 3 Key Ingredients of Commercial Insight | Challenger Sale | Scoop.it
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Jerry Busone's curator insight, May 4, 2014 8:53 AM

Most organizations miss leveraging the impact of commercial insight . "They"struggle to discern thought leadership from true insight." They arm sales reps with cute vanilla messages that lose impact over time.

True commercial insight has 3 key ingredients... This is good read that defines those ingredients.