"the challenger sale" challenge
Post on 21-Oct-2014
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You want your reps to become Challengers. HOW do you make that happen? Find out how a veteran sales rep rises to the challenge by matching the WHAT of the “Challenger Sale” book with the HOW of a sales-ready playbook.TRANSCRIPT
“The Challenger Sale” Challenge
The 2nd Installment of the Charlie Chronicles:
Condensed
“The Challenger Sale” Challenge
“The Challenger Sale” Challenge
You’ve heard the story…
“The Challenger Sale” Challenge
Senior Exec Fired up about “Challenger Sale”
“The Challenger Sale” Challenge
And mandates that his team create and implement a plan for change around the book’s ideas
“The Challenger Sale” Challenge
What’s the sales leader to do?
“The Challenger Sale” Challenge
Here it is…in black and white atop a bright red book …the news a veteran sales leader has been dreading…
“The Challenger Sale” Challenge
“How am I going to create my own plan in the midst of keeping my team performing?”
“The Challenger Sale” Challenge
Our veteran sales leader reaches out to friend in the sales world for advice
“The Challenger Sale” Challenge
“Here’s the thing…The Challenger book is the WHAT & not the HOW. That’s something I learned from this consultant…you should get in touch”
“The Challenger Sale” Challenge
Meet the Consultant...his name is Ben
“The Challenger Sale” Challenge
Ben discuses the difference between ideas and strategies…
“The Challenger Sale” Challenge
The What provided in the book & the HOW needed to implement change
“The Challenger Sale” Challenge
“How are you going to really make them Challengers? There isn’t a machine that just produces them.” asks Ben
“The Challenger Sale” Challenge
Unfortunately, 70% of change initiatives fail.
“The Challenger Sale” Challenge
The thing that makes the difference is when leaders think through 3 questions…
“The Challenger Sale” Challenge
What? The change you’re making, aka transformation of sales around The Challenger Sale
Why? Business outcomes you’re after, like increase per sales rep or grow revenue
How? The practical level of sales enablement, like content, tools & coaching
“The Challenger Sale” Challenge
What? The change you’re making, aka transformation of sales around The Challenger Sale
Why? Business outcomes you’re after, like increase per sales rep or grow revenue
How? The practical level of sales enablement, like content, tools & coaching
“The Challenger Sale” Challenge
What? The change you’re making, aka transformation of sales around The Challenger Sale
Why? Business outcomes you’re after, like increase per sales rep or grow revenue
How? The practical level of sales enablement, like content, tools & coaching
“The Challenger Sale” Challenge
What? The change you’re making, aka transformation of sales around The Challenger Sale
Why? Business outcomes you’re after, like increase per sales rep or grow revenue
How? The practical level of sales enablement, like content, tools & coaching
“The Challenger Sale” Challenge
What does a solution like that look like?
“The Challenger Sale” Challenge
Marketing & sales working together to create sales-ready tools
“The Challenger Sale” Challenge
…like whiteboards and 2-minute stories, packaged in virtual playbooks
“The Challenger Sale” Challenge
Equipped with new tools, our veteran sales leader’s team is getting more chances than ever to deliver insights to prospects
“The Challenger Sale” Challenge
The playbook for The Challenger Sale transformation is paying off in a big way!
“The Challenger Sale” Challenge
Read the full story of HOW to use “Challenger” for your
sales transformation