perfectly captures what Challengers ultimately must do: teach customers something new and valuable about their business—which is what they want—in a way that reliably leads to commercial wins for us—which of course is what we want.
Ryan Lexerhat Zitat gemachtvor 4 Jahren
This is exactly where we see Relationship Builders struggle all the time.
Ryan Lexerhat Zitat gemachtvor 4 Jahren
• Rep offers unique and valuable perspectives on the market.
Ryan Lexerhat Zitat gemachtvor 4 Jahren
As we work through these rules, you’ll find that they are as much about building an organizational capability as they are about developing an individual skill, a key lesson of the Challenger selling model we discussed in the previous chapter.
Ryan Lexerhat Zitat gemachtvor 4 Jahren
It’s a powerful conclusion that runs contrary to years of thought and training in B2B sales.
Ryan Lexerhat Zitat gemachtvor 4 Jahren
No one wants to work with a supplier that makes any purchase more complicated than it has to be—especially a solutions purchase.
Ryan Lexerhat Zitat gemachtvor 4 Jahren
Of the fifty or so attributes we tested in our loyalty survey, seventeen of them fell into the sales experience category, each reflecting at least a marginally positive impact on customer loyalty.
Ryan Lexerhat Zitat gemachtvor 4 Jahren
A ROAD MAP FOR THE REST OF THIS BOOK
Ryan Lexerhat Zitat gemachtvor 4 Jahren
One of the key lessons from our work is that it’s the combination of the Challenger attributes—the ability to teach, tailor, take control, and do it all while leveraging constructive tension—that sets Challengers apart.
Ryan Lexerhat Zitat gemachtvor 4 Jahren
If you step back and look at the five profiles, ask yourself: Which would you prefer to have on your team?