This means that boosting the performance of average salespeople isn’t a matter of improving how they currently sell it involves altogether changing how they sell. These sales professionals don’t just sell more effectively-they sell differently.
THE CHALLENGER SALE METHOD HOW TO
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These star reps look for different sorts of organizations, targeting ones with emerging rather than established demand. A select group of reps are flourishing in this environment-and lessons from the playbook they’ve devised can help other reps and organizations boost their performance. There’s some good news, though, according to the authors, all directors at Corporate Executive Board. But the world of B2B selling has changed: Companies today can readily define their own solutions and force suppliers into a price-driven bake-off. In recent decades sales reps have become adept at discovering customers’ needs and selling them “solutions.” This worked because customers didn’t know how to solve their own problems.