It's How You Sell, Not What You Sell.
The Challenger Intro
In a world of hesitant, risk-averse, empowered customers, what sales approach consistently wins? To find out, CEB surveyed over 6,000 sales reps across geographies and industries. The research revealed that sales reps fall into one of five profiles, but only one consistently outperforms - the Challenger.
Best Seller: The Challenger Sale
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong.
How to Implement Challenger™
Use Challenger skills to differentiate your team and make the sales experience your competitive advantage. CEB pioneered Challenger, and it is the basis of our solutions for sales effectiveness.
The new approach to demand generation, based on our book The Challenger Sale, is helping its marketers stand out in a noisy marketplace.
Interview with Neil Rackham
Listen to Neil Rackham, author of Spin Selling, discuss what makes Challengers different and why they are even more important in today’s selling environment.
Harvard Business Review: End of Solution Sales
While most professionals are trying to master solutions selling, the best target accounts where their needs are still undefined, individual buyers who are skeptical change agents, called "Mobilizers".