Today’s B2B selling environment is more complex for buyers and sellers alike. Customers have access to an unprecedented amount of information, more options to choose from, and more people involved in a purchase decision. What customers really want is for sellers to advance and challenge their thinking throughout their buying journey. They reward those suppliers and sales teams that deliver a differentiated sales experience. In fact, research shows that the sales experience alone drives 53% of customer loyalty.
The highest performing teams focused on growth are adopting the proven Challenger™ model to bring break-through insights that reframe the way customers think about their own business. They are providing a unique and valuable perspective to their customers and helping them to navigate alternatives and avoid risks.
Growing companies that are in their first $50, $500, and even $750M in revenue have unique needs to hit their big growth targets. With limited time and resources and a team that is typically stretched thin, how can you implement this successful approach and ensure it is embedded in your organization?