12/8/2022 0 Comments The challenger sale training![]() One of them was this idea that we’re seeing a very big rise in consensus buying. “Some of the things that resonated with me inside of CEB’s work was just some of the drivers of what they were saying was changing in the marketplace. But I thought that distinction was really important, and kind of reflects the challenger mindset of challenging your buyer and saying, “Hey, you’ve been doing this wrong, you think relationship is all you need, but really point of the fact is your clients don’t respect you for just your relationship.” “And I think Insight Selling probably took a softer approach on that front because they got their start in helping consultants do solution selling and relationship building. That it’s been wrong or it’s been the reason that it’s ineffective.” It almost was an affront to how they’ve been doing sales all along. “The thing that resonated with me around the challenger selling archetypes, from a professional services perspective, is the majority would see themselves as the relationship builder. Next, Jason and Jeff talk about some of the findings in the two studies. It’s just not true,” and they sort of dove into that empty space that existed within the presentation of the research that CEB had done. This notion that relationship selling is dead, that relationship solution selling is dead, is just false. To some extent I think when RAIN came at the market and sort of challenged some of The Challenger Sale’s thinking, that was sort of what they were exploiting. I think that part of the power of The Challenger Sale was it simplified these complex ideas into ways that were really understandable.”Ī deeper look at Insight Selling approach: But really the truth is that every person who’s in a selling environment has some of these different characteristics. ![]() But that to some extent was part of the power of the point of view was that they were saying something that was controversial and different and stood in the face of what most people thought about selling, that selling was a highly relational activity and that really it turns out that the highly relational seller was perceived to be less effective than someone who had a different set of characteristics.”Īnother piece of this that I always find interesting was that they categorized sellers into five groups, and on the surface you think these five groups are discrete independent things. Once you broke it down, the research was much more nuanced than it appeared on the surface. “Once you really dive in to the thinking underlying the research, you find that to some extent the wrap that was The Challenger Sale was a really compelling way to tell a story. That’s the whole purpose of having a point of view challenging your prospect’s thinking.”Ī deeper look at The Challenger Sale approach: Then, once I see myself, I want to be moved to action whether that’s to change myself, or to change my people, or move out of my current state into a new state. The thing I think both of them did, and maybe RAIN did a little bit better in my mind, is I have to be able to see myself in that research. an understanding of the selling market and seller personalities or groupings of some kind that makes it easy for people to understand these people that are really complex. “There’s a basic structure here for both of these thought leadership pieces. Well based research gives you a very strong credibility in the market, and it’s a great starting place.” “The thing that I think is really critical here is that it is research based. So, CEB sort of looking at a longer period of time, RAIN’s looking at single point in time.” What separated the winners from the second place finisher in their most recent purchase, and that governed about $3 billion in sales. “CEB really looked at serving sales managers to understand the behaviors of their most successful sales people, whereas RAIN looked more at it from a buyers’ perspective. Jason and Jeff start by discussing the approach to research that each firm took with their thought leadership. In this episode, Jason and Jeff take a look at the two opposing sales methodologies of Gartner (formerly CEB) in their book, The Challenger Sale and RAIN Group in their book, Insight Selling.įull disclosure, we’re not in the business of sales training or business development consulting, so this is more from the lens of looking at the intellectual capital and the thought leadership agenda and at the point of view that these firms are putting in the market place.
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