Internal sales presentation based on The Challenger Sale by CEB - Dixon, Matthew, Adamson, Brent.

1. The Challenger Sale
Hypothesis Based Selling
Alexander Gallagher
Sales Director
Linkedin
01/02/2014 – Internal use

2. The Challenger Sale
This presentation is based on the work of CEB and the book The
Challenger Sale (Dickson and Adamson)
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The Challenger Sale
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3. Challenger Sale
CEB launched a series of studies that targeted thousands of
customers and sales professionals around the world, spanning
every major industry, geography, and go-to-market model. The
studies have three critical findings:
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Customers have fundamentally changed the way they buy, which
has forced an evolution in how companies sell.
The sales experience drives 53% of customer loyalty.
As discussed in The Challenger Sale, the sellers who perform best
in a complex sales environment have a certain set of behaviors and
skills. These high performers are known as Challengers
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4. Benefits
Customer focused Value
Proposition(s)
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5. Take Note
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Complex and Difficult Strategy
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Change and Investment
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Developing not Replacing
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Business wide capability
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Tactical execution by Sales
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6. Overview – Who are they?
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7. Challenger Profile
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Industry Insight
Expert
Communicator
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Navigate Value
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Money
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Pressure
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8. Challenger Sales Strategy
Hypothesis based selling
challenging the status quo.
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9. What do Challengers do well?
Teach
Tailor
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Take
Control
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10. Challenger
Respect placed far and above being liked.
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11. Controlling Tension
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12. Enabling tension management
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13. Insights
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14. Improving the Sales
Experience
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15. Improving the Sales
Experience
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16. Insights – Lead to our unique
strengths
“Why should customers buy from us
over anyone else?”
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17. Challenge – Re-frame for a
Paradigm Shift
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18. Insights – Catalyze Reaction
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19. Insights – Who?
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20. Insights – Scale?
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21. Drive and Implement
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22. Developing the Challenger
Organisation - Strategy
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23. Developing the Challenger
Organisaton – Tactical
Why
What
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Deliver
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24. Sales and Marketing
Sales and Marketing must come together
under a single leader to execute
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Provoking Insights
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Domain Experience
Unique value
Enable & Elevate
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25. Value Proposition
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Insights
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Which execs?
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How to tailor?
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Tested
Hypothesis?
Relevant
Evidence?
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Consensus?
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Unique?
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26. Warnings
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27. Q&A
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