This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
The Challenger Sale Model is a transformation imperative for every organization and needs to be embedded in the sales force . The book explains how to deliver a differentiates selling experience that delivers higher level of partner loyalty and growth . This is a summary of my key takeaways and by no means does justice to all the tools and techniques to reframe customer conversations to make them impactful and memorable
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
The Challenger Sale Model is a transformation imperative for every organization and needs to be embedded in the sales force . The book explains how to deliver a differentiates selling experience that delivers higher level of partner loyalty and growth . This is a summary of my key takeaways and by no means does justice to all the tools and techniques to reframe customer conversations to make them impactful and memorable
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
The Challenger Sale: Commercial Teaching and Your Sales PresentationModicum
Stop Selling, Start Teaching
The Challenger Sale, a groundbreaking book from the Corporate Executive Board, blew our ideas about sales strategy wide open. After extensive research across a whole range of industries, CEB discovered that successful salespeople challenge their customers by not simply responding to their needs but actually redefining them. A good challenger provides insight, helps a customer avoid pitfalls, and offers products and services that the client doesn’t even know exist. This technique is called “Commercial Teaching,” and any teacher will tell you, it’s all about your presentation.
At Propoint, we’ve been in the business of building engaging presentations and other marketing and sales collateral for over a decade. We believe that companies can achieve better results with well-constructed and well-designed presentations. Applying the lessons of The Challenger Sale and Commercial Teaching to your presentation can add additional levels of insight and persuasiveness and is another step toward more memorable presentations.
Crossing The Chasm by Geoffrey A. MooreSameer Mathur
"Crossing The Chasm" is of biblical importance to anybody who has curiosity regarding the operations of B2B scenario. For book summary by Prof. Sameer Mathur, check here.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
Opportunity Management: The Key to Winning OpportunitiesAltify
There Are Only Two Reasons Why You Lose A Deal
Yes, just two! Either you should not have been competing in the deal in the first place (i.e. you did not qualify it properly) or you were outsold (either by a competitor or no decision).
Winning starts with four key questions:
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
Knowing which deals to resource and which to qualify out – is challenging. We agree.
Here’s what we’ve found:
Opportunity Management Matters! When you don't consistently follow a solid opportunity management process and methodology, you’ll miss important signs that often end up stalling or losing deals.
If there’s a chance that your team might be missing the real issues in your opportunities, watch and learn what you should be doing every single time, to maximize your opportunity to win.
Navigating Sales Conversations from First Call to Closed DealChris Orlob
Every sales conversation you encounter from 1st call to close needs to be managed differently to close the deal. We analyzed 1 million sales calls with AI to show you how the best salespeople in the world do it.
Studies and results show that Challengers are much more performant than relation builders, problem solvers or any of the other typical sales types. How can you finetune your challenger skills and become a high value sales pro?
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
The Challenger Sale: Commercial Teaching and Your Sales PresentationModicum
Stop Selling, Start Teaching
The Challenger Sale, a groundbreaking book from the Corporate Executive Board, blew our ideas about sales strategy wide open. After extensive research across a whole range of industries, CEB discovered that successful salespeople challenge their customers by not simply responding to their needs but actually redefining them. A good challenger provides insight, helps a customer avoid pitfalls, and offers products and services that the client doesn’t even know exist. This technique is called “Commercial Teaching,” and any teacher will tell you, it’s all about your presentation.
At Propoint, we’ve been in the business of building engaging presentations and other marketing and sales collateral for over a decade. We believe that companies can achieve better results with well-constructed and well-designed presentations. Applying the lessons of The Challenger Sale and Commercial Teaching to your presentation can add additional levels of insight and persuasiveness and is another step toward more memorable presentations.
Crossing The Chasm by Geoffrey A. MooreSameer Mathur
"Crossing The Chasm" is of biblical importance to anybody who has curiosity regarding the operations of B2B scenario. For book summary by Prof. Sameer Mathur, check here.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
Opportunity Management: The Key to Winning OpportunitiesAltify
There Are Only Two Reasons Why You Lose A Deal
Yes, just two! Either you should not have been competing in the deal in the first place (i.e. you did not qualify it properly) or you were outsold (either by a competitor or no decision).
Winning starts with four key questions:
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
Knowing which deals to resource and which to qualify out – is challenging. We agree.
Here’s what we’ve found:
Opportunity Management Matters! When you don't consistently follow a solid opportunity management process and methodology, you’ll miss important signs that often end up stalling or losing deals.
If there’s a chance that your team might be missing the real issues in your opportunities, watch and learn what you should be doing every single time, to maximize your opportunity to win.
Navigating Sales Conversations from First Call to Closed DealChris Orlob
Every sales conversation you encounter from 1st call to close needs to be managed differently to close the deal. We analyzed 1 million sales calls with AI to show you how the best salespeople in the world do it.
Studies and results show that Challengers are much more performant than relation builders, problem solvers or any of the other typical sales types. How can you finetune your challenger skills and become a high value sales pro?
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Content Marketing Process (Learning With the IDM) JosefJames3
This PowerPoint outlines the learning from the IDM professional certificate in content marketing that I took. The content is rearranged into a process that I delivered to my team.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Digital Transformation and IT Strategy Toolkit and Templates
A sales model for the age of disruption
1. Adapting your sales model to an age of
disruption
Mark Parker
mparker@smartselling.com
2. Confidentiality and Intellectual Property
Some material contained in this presentation remains the property of CEB Inc. This information is identified
via a copyright mark on respective pages. This information has been sourced from publicly available content.
Other content contained in this presentation is licensed under Creative Commons Australia ‘Attribution’ and
‘Share Alike’
This presentation is an extract of a 3-hour workshop to train sales
leaders and executives.
It introduces you to:
1. The basics of the Challenger Sales Model;
2. Buyer Personas and why they are important
3. Creating real differentiators
4. The role of commercial teaching
5. (re)Constructing your unique sales proposition
Introduction
9. Part 2 – Understanding the Buyer Persona
Not all buyers are the same
10. The First Missing Link
1. Do all buyers want innovative products/services
from you?
2. What pain points are your buyers experiencing?
11. What is a Buyer Persona?
In simple terms:
• An effort to ensure you understand and/or actively track the key
drivers in terms of their pain, their gain, and how you then
might engage with them
• Can and should be completed at:
• The head office level
• Within key SBU’s
• Geographically and/or key buyers
Many of you may already do this
13. Part 3 – What is a Differentiator
Imprecise and over-used descriptors are among the most
over-used ‘differentiators’
14. The Second Missing Link – Being Different
The second missing link in Insight Selling is how YOU define a
differentiator.
• Numerous models exist inc:
• Porters Five Forces
• BCG Matrix
• Blue Ocean Strategy
• VRIO is a powerful model that focuses on your internal
capabilities and readiness
• Value
• Rarity
• Imitability
• Organisation
15. VRIO Defined
• Value – do we have resources (i.e. products, services, or
capability) that can be utilised to exploit an opportunity?
• Rarity – Are these resources in the hands of a relative few?
• Imitability – Is the cost to imitate, copy, or follow high or low?
• Organisation – Are you organised, ready, willing, and able to
capitalise on this value?
16. Part 4 – What is Commercial Teaching
Effective commercial teaching is about leading to your
differentiators, not leading with them
17. Commercial Teaching
Effective commercial teaching is about leading to your
differentiators, not with them:
• Focus on the buyer/customer – be relentless in discussing their
issues
• Build empathy
• Reframe their understanding of their world
• Teach, Tailor, Take Control
23. Purposeful Choreography - Warmer
The purpose of the warmer is to build empathy. Key points:
• It’s not about you - The conversation, whether it is face to
face or digital needs to be about the customer
• Establish relevance – make it clear you not only understand
their problems but the insight you provide will be directly
related
• Create Curiosity – build suspense so they will want to hear
more.
24. Reframe the way your customer assigns value
to those areas where you outperform your
competitors
Purposeful Choreography - Reframe
25. Purposeful Choreography - Reframe
The purpose of the reframe is to tell the buyer something they
don’t know
• Problems behind the problems – break it to your audience
that their problems will not be solved with the solutions they
have requested.
• Maintain relevance – relate your reframe to the concerns they
found most relevant during the warmer
• Keep it sparse – provide valuable insights (shock & awe) but
don’t give up the farm OR go into solution mode!
27. Purposeful Choreography – Rational Drowning
This phase is a gradual intensification of the problem.
• Validate the scope/intensity with hard facts – provide data
to validate your reframe.
• Make clear connections – Guide them further along the path
you wish them to take
• Check for understanding – your audience needs to
understand the key points you are presenting
• Provide a clear display of expertise – doing so will matter far
more during the buying process
Example: The impact of lack of oversight of distribution partners
28. Purposeful Choreography – Emotional Impact
Bring the problem to life – make a personal connection
• Tie to KPI’s – do your homework and relate the problem to
specific (i.e. relevant) KPI’s
• Tell a story – it’s the best way to impart a lesson
You’ve changed the way your buyer thinks – Don’t go into
solution mode yet. They don’t see any solutions yet, but this is
what we want
Example: The impact of unprofitable international sales on your
reputation with VC’s
29. Purposeful Choreography – A New Way
We have the tools you need to solve your problem
• What you present should be implicitly tied to your value
proposition
• This is where your solution can be presented to a buyer, clearly
linked back to key teaching points.
30. Conclusion
How we sell needs to adapt to the paradigm shift in
buyer behaviour – this is being driven by (1) the
incredible amount of information available to buyers,
and (2) the continued emergence of digital natives in
the workforce.
The Challenger sales model, when combined with the
use of buyer persona research and differentiator
models such as VRIO provide the framework to reskill
sales people