Framework
Challenger Sale
Sales approach that challenges customer thinking by teaching insights about problems they should be worried about
Challenger Sale
2 visible of 2 connections
Episodes2
Related Concepts19
Related Practices10
Ask about this framework
Transcript mentions
… And a great book to read for a moderate influence is the Challenger Sale. And in the Challenger Sale, what we're looking at is the concept of teaching people something.
… And the Challenger Sale kind of assumes a long enough sales cycle where you're not going to land the sale in the meeting, you're not trying to close them right there. You'll teach them some stuff and you'll, "Hey, if you see this stuff,…
… It's not free consulting though, because if you remember from the Challenger Sale, it's not just about bringing these provocative ideas that reframe the customer's understanding of the world. It's about leading to your unique benef...
Framework
Challenger Sale
Sales approach that challenges customer thinking by teaching insights about problems they should be worried about
Episodes2
Related Concepts19
Related Practices10
Ask about this framework
Transcript mentions
… And a great book to read for a moderate influence is the Challenger Sale. And in the Challenger Sale, what we're looking at is the concept of teaching people something.
… And the Challenger Sale kind of assumes a long enough sales cycle where you're not going to land the sale in the meeting, you're not trying to close them right there. You'll teach them some stuff and you'll, "Hey, if you see this stuff,…
… It's not free consulting though, because if you remember from the Challenger Sale, it's not just about bringing these provocative ideas that reframe the customer's understanding of the world. It's about leading to your unique benef...