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Internal sales presentation based on The Challenger Sale by CEB - Dixon, Matthew, Adamson, Brent.
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The Challenger Sale
Hypothesis Based Selling
Alexander GallagherSales Director
01/02/2014 – Internal use
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The Challenger Sale
This presentation is based on the work of CEB and the book The Challenger Sale (Dickson and Adamson)
● The Challenger Sale
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Challenger Sale
CEB launched a series of studies that targeted thousands of customers and sales professionals around the world, spanning every major industry, geography, and go-to-market model. The studies have three critical findings:
● Customers have fundamentally changed the way they buy, which has forced an evolution in how companies sell.
● The sales experience drives 53% of customer loyalty.
● As discussed in The Challenger Sale, the sellers who perform best in a complex sales environment have a certain set of behaviors and skills. These high performers are known as Challengers
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Benefits
Customer focused Value Proposition(s)
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Take Note
● Complex and Difficult Strategy● Change and Investment● Developing not Replacing● Business wide capability● Tactical execution by Sales
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Overview – Who are they?
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Challenger Profile
● Industry Insight● Expert
Communicator● Navigate Value● Money● Pressure
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Challenger Sales Strategy
Hypothesis based selling challenging the status quo.
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What do Challengers do well?
Take Control
TailorTeach
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Challenger
Respect placed far and above being liked.
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Controlling Tension
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Enabling tension management
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Insights
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Improving the Sales Experience
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Improving the Sales Experience
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Insights – Lead to our unique strengths
“Why should customers buy from us over anyone else?”
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Challenge – Re-frame for a Paradigm Shift
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Insights – Catalyze Reaction
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Insights – Who?
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Insights – Scale?
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Drive and Implement
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Developing the Challenger Organisation - Strategy
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Developing the Challenger Organisaton – Tactical
DeliverWhatWhy
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Sales and Marketing
Sales and Marketing must come together under a single leader to execute
● Provoking Insights
– Domain Experience
– Unique value
● Enable & Elevate
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Value Proposition
● Insights● Which execs?● How to tailor?● Tested
Hypothesis?● Relevant
Evidence?● Consensus?● Unique?
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Warnings
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Q&A
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