the most important takeaways from the challenger sale book

But second of all: You’re in luck, because I’m going to lay out many of the key takeaways here. 12 in Chicago, first of all: Shame on you. If you missed the SAMA/CVI next-practice symposium Feb. But does it also work when you’re trying to convince existing customers to:

At Waywire Enterprise, I’ve had a sense that something fundamental has been changing in the world of Business to Business (B2B) sales. Sales come in many shapes and sizes, but it’s the most identifiable skill of the successful entrepreneur. In other words, challenging may work when you’re trying to convince a prospect to move business to you. If you run a business, chances are the most important thing you do every day is sell. (On the other hand, SAMA has always considered the idea of “taking control” of your customer to be misguided at best, disastrous at worst.)Ĭorporate Visions has been at the vanguard of partnering with academics on research designed to test whether challenging actually does what it’s supposed to - and if so, under what conditions. The Bad: The beginning of the book was a little slow and I worried it was going to be a derivative mash-up of SPIN Selling and The Challenger Sale (however, it does shift and cover interesting, additional ground with a fresh perspective. CEB research shows that the most important thing.

It has been taken as gospel that the best way to win more deals is to disrupt the status quo by taking control of customer conversations and introducing new, provocative ideas. Challenger skills drive sales success because they dovetail with what research has shown customers want most.

By Nicolas Zimmerman, Editor-in-Chief, SAMA To challenge or not to challenge? That is the question.Įver since CEB published its seminal book “The Challenger Sale,” the challenger paradigm has reigned supreme.

The most important takeaways from the challenger sale book