![the challenger sale executive summary the challenger sale executive summary](https://i.gr-assets.com/images/S/compressed.photo.goodreads.com/books/1500250083i/35690589._UY630_SR1200,630_.jpg)
leading with an informed opinion backed by in depth research.We have adapted our Whiteboardselling methodology over the past year to integrate the Killer Products method of early buyer engagement and the initiation of the value captured or value created buying process, by : Challenger Selling Whiteboard Conversations I have two books on my desk, Why Killer Products Don’t Sell (Dominic Rowsell & Ian Gotts) and a new book Conversations that win the Complex Sale, by (Tim Reesterer) that both describe the process and method for winning new business using a similar approach to that espoused by the authors. the other sales profiles and the core performers in the organization. What is new is the research and analysis of how effective the Challenger sales type is vs. The idea of the salesperson disrupting the status quo with an informed opinion or reframe about how the buyer could improve an aspect of their business is not new. The book talks about teaching the buyer about a problem they did not know they had as a winning attribute of the Challenger.
#The challenger sale executive summary drivers#
Can identify economic drivers of customers businessĭisrupt Status Quo with an Informed Opinion.What is it that Challengers do differently that sets them apart from other sales people? From the 44 attributes in the survey, six of them were statistically significant in defining the Challenger rep: In complex B2B selling environments, the research indicates that the star performers outperformed the core performers by almost 200%.Īs the sale becomes more complex, the gap between the core and star performers widens dramatically…companies are becoming more dependent on fewer sales people to carry the day. The good news is Challenger Selling skills, methods and process can be taught and learned and the upside in closing the gap between the core and star performer group is well worth the investment in messaging, training and individual development. In transactional selling, the star performers outperform the core by 59%.