What We Learned from The Challenger Sale

David Anderson from Corporate Executive Board was selected as this year’s keynote speaker for the 2012 Supplier Summit.  David took his audience on a

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Contributed by Genna Roman, Marketing & Education Coordinator, Corporate United

David Anderson from Corporate Executive Board was selected as this year’s keynote speaker for the 2012 Supplier Summit.  David took his audience on an explorative journey of a new sales philosophy and delved deeper into the age-old question… which sales representatives are most likely to succeed?  David challenged his audience to think outside of the box and approach the art of selling in a deeper and more unconventional way.

If you attended David’s presentation, you most likely unconsciously lumped yourself into one of five profiles: the problem solver, the relationship builder, the lone wolf, the hard worker or lastly, the challenger.  So, which profile should we strive to be more like?  Corporate Executive Boards’ extensive study has shown that the challenger representatives are the clear winners in performance when compared to the other four profiles.

Who is the Challenger?
A challenger is the debater of the team. He has a deep understanding of the customer’s business and is not afraid to share his view. When dealing with internal and external stakeholders, he is very assertive and often pushes people outside of their comfort zone.

How Do I Become a Challenger?
  1. Teach for differentiation. Listen to your customers and collaborate as a team by leveraging your company’s social networks to communicate with experts and get access to valuable insights.
  2. Tailor the message. Use social insights from sources like LinkedIn and Twitter to get better insight into your prospects thoughts and preferences. Also, tap into your company’s knowledge by impressing your customer with an in-depth understanding of their business and industry.
  3. Control the conversation. Follow every customer interaction and engage and collaborate with customers through different social channels, creating a high-touch and two-way environment.


Learn More
Are you interested in learning more about The Challenger Sale and its methodology? Visit Corporate Executive Board’s website or view the slide deck that David used during his presentation.


* Source - The Challenger Sale