Of the five most common B2B seller types, the Challenger profile has been proven, time and time again, to be the most successful. In fact, Challengers are 3x more productive than average performers in highly complex selling environments.
A Challenger seller teaches the customer something new about their business by bringing commercial insight.
Challenger sellers uncover customer needs and keep a deal moving with personalized messaging.
Challenger sellers don't waste time with Talkers - they build consensus with Mobilizers.
Challengers have a different view of the world, they have a profound understanding of customer needs, and love to debate and push the customer to think differently about their business. Their conversations always lead with insight, not with the solution they intend to sell.
Challenger sellers have the skills to close complex deals because they deliver unique insights that provide real value.
The Challenger Approach provides transformational training and development solutions that help you build a high-performing sales team that has the right skills to use the right message with the right buyers. Our Skills training focuses on:
| Foundational Selling Skills Sellers learn and practice the core Challenger sales skills to disrupt the customer status quo. |
Demand Creation
Sellers refine Commercial Teaching skills and improve their ability to disrupt the status quo, create demand, and make a case for change. |