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Challenger Sale Tip: Don’t Sell Solutions
In the day and age where the conventional wisdom of selling has migrated from product selling to solution selling, I would like to provide a different perspective on the topic, particularly for the...
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Does a Challenger Sales Rep Do Demos?
Inspired by a very good question in the CEB Challenger Sale forum, I decided to write an article on the topic of product demonstrations relative to the Challenger Sale, addressing some of the questions...
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1-Question Test of Sales Effectiveness
As a general principle, we in the profession of Sales seek to disrupt the Status Quo of our prospects. This is good…and appropriate. Too often, there is one behavior that sales reps exhibit, that can...
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Don’t Sabotage Your Challenger Sale Implementation
In January 2012, as I began my first Challenger Sale implementations across several of our SBUs, there were certainly things I would later change in subsequent implementations. One thing that remains...
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Challenger Choreography
Challenger Choreography vs. Unchallenged Choreography Following are the talking points for each of the 4 slides, which are based upon CEB’s Challenger Choreography: Slide 1: CEB’s Challenger...
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