Read the full article at http://fourquadrant.com/the-challenger-sale-teaching-for-differentiation/ A core tenant in the The Challenger Sale methodology is teaching for differentiation. While differentiation may appear to be a straight-forward and basic concept it is actual very difficult to document and communicate when the judge, jury and executor is the lens of a prospect, as opposed to the vendor’s perspective. Download go to market planning templates at http://www.fourquadrant.com/products/

1. Go to Market Strategy !
The Challenger Sale!
Teaching for differentiation!
Read the Full Article!
!
CLICK HERE
!

2. Commercial Teaching Has
Four Primary Rules:!
!
Ø Lead to the solution’s unique
strengths (defendable strengths)!
Ø Challenge the customer’s
assumptions!
Ø Catalyze action – make something
happen!
Ø Scale across customers!

3. The Power of Insight!
!
Of the 50 or so attributes that the CEB
tested in the loyalty survey, 17 of them
were within the sales experience
category. Seven rose to the top of the
pack with respect to their direct,
positive impact on loyalty. According to
the CEB, the most significant
contributor to customer loyalty is not the
brand, product or value to price ratio,
but the sales experience (53%). !

4. Gauge the Level of Loyalty!
!
The CEB surveyed well over 5,000
individuals across industries,
geographies and job titles to
understand what they were looking for
in a B2B vendor. The goal was to
gauge their level of loyalty to that
supplier. Specifically, three key
questions were asked:!
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5. The Challenger Sale!
Teaching for differentiation!
Read the Full Article!
!
CLICK HERE
!