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We should note that the Challenger approach only worked better among high performers. Only 7% of top performers took a relationship-building approach - the worst performing profile.More than 50% of all star performers fit the challenger profile in complex sales.High performers were more than 2x likely to use a Challenger approach than any other approach.40% of high sales performers primarily used a Challenger style.In the study, Adamson and Dixon found that: The “Challenger Approach” most correlated with increased close rates among high performers. These profiles determine how a salesperson interacts with prospects and closes deals. The five types are the Challenger, the Hard Worker, the Lone Wolf, the Relationship Builder, and the Problem Solver. The Challenger Sales research revealed that every B2B sales rep falls into five different profiles.
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Now that you know the five profiles, it’s time to put it all together by going over a summary of the book. They drive results by eagerly solving problems and keeping all stakeholders in the loop. The Problem Solver: The Problem Solver is adept at finding solutions for issues in both the team and the prospect’s business.These sales reps get in contact with a gatekeeper at their target company and slowly try to create an internal advocate. The Relationship Builder: When you think of a salesperson, you’re thinking of the Relationship Builder.Confident in their selling skills, they exceed quotas but are difficult to deal with interpersonally. The Lone Wolf: The Lone Wolf is a high performer but not necessarily a team player.The Hard Worker: The Hard Worker strives to get better in their role but doesn’t necessarily focus on the customer’s value drivers.Remember the three T’s: You teach them something valuable, tailor the sales pitch, and take control over the conversation. You understand what brings them value and leverage that information to deliver an irresistible pitch - and to tactfully pressure them. The Challenger (you): As a Challenger, you offer a new perspective to your prospect and don’t shy away from conversations about money.The authors clarify that you can exhibit qualities of all types. Though they all have distinct qualities, these categories aren’t mutually exclusive. As a Challenger, you’ll have an in-depth understanding of your prospect’s business and push back at the right moment to drive the customer toward making a decision.Īdamson and Dixon don’t just talk about Challengers in the book - they also go over four other types of sales reps. Rather than being apologetic about trying to sell to the customer, you’ll own the conversation. It means approaching sales differently than you might’ve in the past. It covers the key points explored in the book and shows how you can apply them to enhance your sales efforts.
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So to help you out, I’ve put together a five-minute review of the Challenger Sales approach.
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The challenger sale graphics how to#
That said, when you’re learning how to sell on the job with a giant quota hovering over your head, you probably don’t have any time to read. It’s one of sales’ seminal works, based on one of the largest studies ever conducted in the field. These days, almost every new hire in B2B sales is told to read Brent Adamson’s and Matthew Dixon’s The Challenger Sale.