The Challenger Sale - Teaching for Differentiation

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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.

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The Challenger Sale - Teaching for Differentiation

  1. 1. Go to Market Strategy ! The Challenger Sale! Teaching for differentiation! Read the Full Article! ! CLICK HERE !
  2. 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. 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. 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:! !
  5. 5. The Challenger Sale! Teaching for differentiation! Read the Full Article! ! CLICK HERE !

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