How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
10 Tips for Qualifying Leads
Time is the most precious commodity in sales. So not wasting it is as much a key to sales success as anything else.
Qualifying leads is critical. Here are 10 simple tips to follow to properly qualify a lead and deliver the best possible sales experience.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
10 Tips for Qualifying Leads
Time is the most precious commodity in sales. So not wasting it is as much a key to sales success as anything else.
Qualifying leads is critical. Here are 10 simple tips to follow to properly qualify a lead and deliver the best possible sales experience.
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.
What You Should Expect from Your Advertising Agency Account ExecutivesCarlton Associates Inc
The role of the agency account executive is changing. Yet many agencies have not yet profiled what their AEs of the 21st Century should be like. Or what they should expect from them.
Here are some thoughts on creating that profile and establishing expectations.
Six Reasons You May Be Losing Sales, from The Challenger Sale LeadScorz
The authors of "The Challenger Sale" highlight different types of biases to keep in mind as a way to self-examine when at a crossroad in the sales process, as you attempt to close a deal. They acknowledge biases are not inherently "bad", but are filters to help process information and make decisions quicker. The point is to step back, consider six biases that may be holding back closing the sale, and see if assumptive responses you are having are potentially detrimental to your sales success.
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.
True commercial insight is hard to create. It requires an intensive study of your ideal customer. Once it is created, salespeople must learn how to sell differently (consultatively) and sales managers have a role to play in changing behavior.
This presentation uses ideas from "The Challenger Customer" to illustrate why true commercial insight is so important. It discusses a way to capture commercial insight and convert that into a visual story or whiteboard to enable salespeople to challenge status-quo thinking and create new opportunities through story and conversation - not presentation.
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.
A presentation I made in 2011 to train old and new colleagues in the art of planning and concept design. This is the model I've been using for the last 10 years, and we wanted to share this to everyone.
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.
What You Should Expect from Your Advertising Agency Account ExecutivesCarlton Associates Inc
The role of the agency account executive is changing. Yet many agencies have not yet profiled what their AEs of the 21st Century should be like. Or what they should expect from them.
Here are some thoughts on creating that profile and establishing expectations.
Six Reasons You May Be Losing Sales, from The Challenger Sale LeadScorz
The authors of "The Challenger Sale" highlight different types of biases to keep in mind as a way to self-examine when at a crossroad in the sales process, as you attempt to close a deal. They acknowledge biases are not inherently "bad", but are filters to help process information and make decisions quicker. The point is to step back, consider six biases that may be holding back closing the sale, and see if assumptive responses you are having are potentially detrimental to your sales success.
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.
True commercial insight is hard to create. It requires an intensive study of your ideal customer. Once it is created, salespeople must learn how to sell differently (consultatively) and sales managers have a role to play in changing behavior.
This presentation uses ideas from "The Challenger Customer" to illustrate why true commercial insight is so important. It discusses a way to capture commercial insight and convert that into a visual story or whiteboard to enable salespeople to challenge status-quo thinking and create new opportunities through story and conversation - not presentation.
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.
A presentation I made in 2011 to train old and new colleagues in the art of planning and concept design. This is the model I've been using for the last 10 years, and we wanted to share this to everyone.
CEED is launching a Go-to-market program I helped put together, focused on how to launch new products in a lean & agile fashion. Here's a brief introduction on what "lean & agile" is.
How ECI Telecom Developed a Content-Marketing Program from Concept to Complet...B2B Lead Roundtable
When Michelle Levy, Associate Vice President of Marketing Programs for ECI Telecom, was tasked with marketing an innovative, powerful solution to a varied, broad audience who knew nothing of its value, she responded by developing a comprehensive content-marketing initiative.
Her goal: to make efficient and effective use of time, money and resources. She was impressed by the outcomes - a 79 percent e-mail open rate - and surprised by how the initiative positively impacted the organization’s entire marketing effort.
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
Content marketing For Marketing Automation DemandGen
Trying to connect the dots between Content Marketing and Marketing Automation? Join DemandGen for another exploration of B2B Marketing Automation best practice. This webcast will be looking at the relationship between Content Marketing and Marketing Automation. We’ve put together another panel of smart b2b practitioners. This month’s insights are provided by Doug Kessler of Velocity Partners, author of The B2B Content Marketing Workbook and Bob Apollo, founder of Inflexion-Point, B2B Sales and Marketing Performance Improvement specialists.
We’ll be taking a closer look at the relationship between Marketing Automation and Content Marketing:
- Rules of thought leadership
- Aligning content to the buying cycle
- Best practices: Building an integrated content marketing strategy with Marketing Automation tools
- B2B content marketing examples and successes
- Measuring the results
Introduction to Entrepreneurial Management - Entrepreneurship 101 (2012/2013)MaRS Discovery District
Starting a new business is not the same as running an operating business. As Steve Blank puts it "a startup is an idea looking for a business model". Over the last decade a number of management practices have emerged that recognizes the particular challenges facing new ventures. In particular, Blank's Customer Development Model and the related "Lean" movement are increasingly popular with entrepreneurs of all sorts. This lecture introduces and define the key concepts of the new entrepreneurial management practices and illustrate how startups can utilize them at any step of their process.
4. What Sales Really Is
Sales is an outcome, not a goal.
It’s a function of doing numerous things right,
starting from the moment you target a
potential prospect until you finalize the deal.
7. Situation ▪ Problem ▪ Implication ▪ Need-Payoff
trust results Solution
Solution Vision
Desired Results
Impact
service Business Impact
Personal Impact
Problem the little
Desire to Solve
things
Problems
Opportunities
Situation consultative
Current Situation
Objectives
approach
Selling value and creating preference
8. Customer Centric Selling
Use “you” instead of “I”
Treat the first sales call like an interview
Align yourself with existing customer
priorities
Respect their time
Let your current customers sell for you
12. Elements of a qualified
Sales Opportunity
Engaged decision maker
Identified budget
Strong tie to organizational
objectives
Mutually agreed-upon timeline
13. Guide to Pre Call Planning
Attendees
List of attendees from both sides, role and
title.
Purpose
Why are we having this call?
Objective
What is their objective?
Premise
Opening statements to kick off the call.
Actions
What actions do you want them to take at
the conclusion of the call?
Answers
What do you need to help move them along?
Attitudes
What impression do you wish to leave with
them?
14. When prospects go dark....
Try a different channel
Try a different contact
Share something unrelated
Try a different angle
Engage their influencers
Move on
15. Inside the buyer’s head
Ultimate Decision Maker
Final approval of the decision. Only person who can say
No when everyone else says Yes.
User Prospect
Buyer(s) who will be using the solution.
Technical Prospect
Buyer(s) involved in evaluating the solution (Purchasing, IT,
etc.).
Key Influencers
Anyone with considered input into the buying decision.
Buyer personas are research-based modeled representations of who buyers are, what they are trying to
accomplish, how they think, what goals drive their behaviors, how they buy, and why they make decisions.
16. Exercise
Using pain and pain killers develop
custom value propositions for each cast
member
- Who are your targets?
- What do they care about? What
outcome are they seeking?
- Where do you find them?
- Who or what influences them?
- How do they want to engage and
eventually buys?
