A disruption like we’re seeing now calls for new ideas, processes and approaches to how we sell. Sales professionals must excel at each step of the sales motion to drive results, especially as they adapt to selling in a primarily virtual environment.
What hasn’t changed is the Challenger principles of Teach – Tailor – Take Control – and Constructive Tension – and their proven ability to increase sales performance when used properly. In the following series of short presentations you’ll find a useful framework, organized by sales stage, for adapting the Challenger Skillset to virtual interactions.
Looking for more? Access Lesson 1: Find, Prioritize, and Prepare for the Right Customers in our microlearning series and get insights into better targeting during virtual sales.