Change the conversation. Change the game.
of customers report a buying journey taking longer than expected
Actual buying journey length compared to expected length
Number of stakeholders involved in a complex B2B decision
Lower likelihood of closing a high quality sale with more stakeholders
Maximum seller impact
Previously stuck deals advanced
Median ROI in top-line revenue
The Insight Moment
Color brings more life to learning
Xerox redefined success when they challenged customers to see the benefits of color in student performance, not the cost of printers and ink.
Meeting the challenge
Lack of management training, a numbers-over-skills focus, and unfamiliarity with complex enterprise deals was causing Xerox to offer customers an uninspired sales experience. But the organization embraced Challenger to address these issues by teaching managers to be better coaches, to identify and cultivate Challenger behaviors, and to innovate in order to move deals through the pipeline.
Making the Pivot
Xerox moved away from old selling tactics and started challenging their customers with commercial insights. Previously, Xerox sold on one key product feature: generating 90% less waste than laser printing. With Challenger’s help, they uncovered an invisible truth that transformed the way they sold to customers: color enhances learning. In fact, research showed that 77% of students agree color boosts focus, interest, and memory. Deploying this wisdom through the Challenger methodology resulted in a 17% increase in sales.
In the first three months following the rollout of Challenger training to the entire field selling organization in 2013, 90% of participants cited overall performance improvement while attributing $65 million in contract value to the application of these new skills on live accounts.
The Challenger Sale speaks to the core of how we’re engaging with our clients. We want our sales force to deliver insight and value, not sales pitches. That’s why our entire organization is being trained on the skills and behaviors that make Challengers successful.
Kevin Warren, President
US Client Operations
A decade of wisdom