Here are a few: Q: What about the sales people who are not natural Challengers?Īll the panellists acknowledged that not all of their sales people were natural Challengers – in fact the consensus was around 20-30%. The most experienced of the three panellists described significant success in reaching out to key decision makers, differentiating their offerings and driving revenue growth in a tough and competitive market.Īll had seen sufficient progress to believe that taking a Challenger approach had been the right strategy for their organisations – but each of them had learned some invaluable lessons along the way, and shared them in response to audience questions. It was fascinating to hear the panellist’s learnings around their Challenger journey. And they go on to suggest that these Challenger behaviours are trainable. They go on to unpick the winning behaviours that set Challengers apart from the rest, and conclude that they include their ability to approach customers with unique insights and relevant insights, to tailor the message to the customer’s specific situation, and take control of the conversation in a confident, assertive way.
Needless to say, their real-world experiences were very illuminating…īy the way, if you haven’t yet read “The Challenger Sale,” I urge you to get yourself a copy – it’s one of my all-time favourite sales books, and it’s caused a number of sales organisations to fundamentally (and successfully) re-think their approach to complex sales.įor those unfamiliar with the concept, the authors of “The Challenger Sale” identify 5 distinct sales profiles, and go on to prove that one (“The Challenger”) dramatically outperforms all other profiles in complex B2B sales environments, including the “Relationship Builder” profile that has traditionally been associated with sales success.
One of the authors, Nick Toman, gave a quick-fire introduction to the fascinating research into B2B buying behaviour that led to the breakthrough thinking encapsulated in the book.īut just as interesting was the subsequent panel discussion featuring representatives from some of the UK’s largest and most respected corporations, describing the lessons they had learned from putting the principles behind the author’s previous book “The Challenger Sale” into practice.
#THE CHALLENGER SALE 2.0 DRIVER#
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