With the Challenger Sales ModelTM, reps learn to use commercial insights to change customer assumptions and lead customers to think differently about their own businesses. These insights are framed in a way that guides customers back to their unique solution.
So, why does this matter? In today's internet economy, customers no longer work with salespeople in the same way they used to. Buyers now:
- Wait until later in the purchase process (57% through on average) before engaging with Sales
- Research on their own and set buying criteria ahead of the first seller interaction
- Come to their own conclusions on the value of your product or service unless properly supported in the buying journey
Download our overview of The Challenger Sale to see how you can transform your organization.