Question

Which sales type are you?

Research6000 Interviews with sales managers, buyers, CEOs,

consultants and customers

Research by CEB - members only Sales Advisory firm – authors of The Challenger Sale

Results

Hard Worker

“…make enough calls, send enough emails, respond to enough tenders and it’ll all come together”

Relationship Builder

“…whatever the customer needs, just make it happen and when it does the business is bound to follow”

Lone Wolf

“…the boss would fire you if he could but you smash your numbers and nobody knows how you do it”

Problem Solver

“…the customer service agent in sales rep clothing… …reactive focus on post sales support”

Fearless Challenger

“…constantly bringing fresh insight to the table forcing the need to check strategy with reality”

Winners & Losers

In high complexitysolution sales

Fearless Challengersdominate as

Peak Performers

LowComplexity

Sales

HighComplexity

Sales

Fearless Challenger

“…deep understanding of the customer’s industry and trusted to press the customer’s thinking ”

ConclusionFearless Challengers ask & answer

3 questions on behalf of their client:

Where are they?Where should they be going?

How can we help them to get their?

They see commercial breakthroughs and have built the authority to sell them.

Next stepLearn the techniques of

Breakthrough Thinkers and Fearless Sales Challengers

We coach the Fearless Selling WayContact us via www.fearlessway.com