Good morning Everyone! | Sonu Goswami
Good morning Everyone! Hope you're all doing well 😊 . Today, we dive into the backbone of every successful company: SALES. When you think of #sales , what comes to mind? Targets? Cold calls? Closing deals? Building relationships? Prepare to have your perspectives shattered as we explore a revolutionary approach that defies conventions with Sales pioneers *Matthew Dixon and Brent Adamson* Boldly introducing a groundbreaking concept in their 2011 masterpiece,*The Challenger Sale*. During the 2008-09 recession, amidst challenging economic conditions, a remarkable phenomenon occurred in the world of Sales. Against all odds, certain sales reps achieved extraordinary results that defied expectations. Extensive research conducted by Gartner and the Sales Executive Council (SEC) uncovered groundbreaking insights. The SEC surveyed frontline managers from 90 companies, examining data from 6,000 sales reps across various industries worldwide. What they discovered completely overturned the traditional notion that Building Customer Relationships was the key to success. INSTEAD, they unveiled Sales! Q: So what is the Challenger Sales model? The challenger sales methodology is a response to the problem of changing trends in B2B purchasing. It’s a shift away from the relationship-building models widely practiced by salespeople the world over. The concept comes from study that divided reps’ sales styles into 5 categories: ✳ 1.Relationship builders: are those who place customers above everything else. They are ready to go the extra mile to build that rapport with their customers. ✳ 2.Reactive problem solvers: proactively address every query or concern that comes their way. The problem solver will be answering queries and offering post-sale assistance are their ways to build trust with their customers. ✳ 3.Hard workers: are those who toil hard day and night. They are punctual, efficient, and ready to work extra hours without a second thought. ✳ 4.Lone wolves: have their way of doing things. They are confident enough to experiment, self-motivated, break the rules, and add their own spin to everything they do. ✳ 5.Challengers lead the way. They know their customers' business better and don't flinch if a need arises for them to challenge their customers.(Slide) Now the Question is :Why Challenger Sales? In the era of historic events like the fall of the Berlin Wall, pioneering space missions, and the rise of punk rock., Xerox revolutionized sales with their *Solutions Sales Method*. This patient and personalized approach aimed to guide customers through the buying process. However, in today's fast-paced world, this methodology falls short, demanding a fresh perspective. (Slide) ✅ Lesson: Customer understanding is key: To succeed in sales, it's vital to delve deep into the customer's world, Surpass Their Knowledge, and show them how your offering can bring cost savings and revenue growth they haven't yet realized. #solutionselling #growth #success #linkedin #b2b | 47 comments on LinkedIn
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Good morning Everyone! Hope you're all doing well 😊 . Today, we dive into the backbone of every successful company: SALES. When you think of #sales
, what comes to mind? Targets? Cold calls? Closing deals? Building relationships? Prepare to have your perspectives shattered as we explore a revolutionary approach that defies conventions with Sales pioneers *Matthew Dixon and Brent Adamson* Boldly introducing a groundbreaking concept in their 2011 masterpiece,*The Challenger Sale*.
During the 2008-09 recession, amidst challenging economic conditions, a remarkable phenomenon occurred in the world of Sales. Against all odds, certain sales reps achieved extraordinary results that defied expectations. Extensive research conducted by Gartner and the Sales Executive Council (SEC) uncovered groundbreaking insights. The SEC surveyed frontline managers from 90 companies, examining data from 6,000 sales reps across various industries worldwide. What they discovered completely overturned the traditional notion that Building Customer Relationships was the key to success. INSTEAD, they unveiled Sales!
Q: So what is the Challenger Sales model?
The challenger sales methodology is a response to the problem of changing trends in B2B purchasing. It’s a shift away from the relationship-building models widely practiced by salespeople the world over. The concept comes from study that divided reps’ sales styles into 5 categories:
✳ 1.Relationship builders: are those who place customers above everything else. They are ready to go the extra mile to build that rapport with their customers.
✳ 2.Reactive problem solvers: proactively address every query or concern that comes their way. The problem solver will be answering queries and offering post-sale assistance are their ways to build trust with their customers.
✳ 3.Hard workers: are those who toil hard day and night. They are punctual, efficient, and ready to work extra hours without a second thought.
✳ 4.Lone wolves: have their way of doing things. They are confident enough to experiment, self-motivated, break the rules, and add their own spin to everything they do.
✳ 5.Challengers lead the way. They know their customers' business better and don't flinch if a need arises for them to challenge their customers.(Slide)
Now the Question is :Why Challenger Sales?
In the era of historic events like the fall of the Berlin Wall, pioneering space missions, and the rise of punk rock., Xerox revolutionized sales with their *Solutions Sales Method*. This patient and personalized approach aimed to guide customers through the buying process. However, in today's fast-paced world, this methodology falls short, demanding a fresh perspective. (Slide)
✅ Lesson: Customer understanding is key: To succeed in sales, it's vital to delve deep into the customer's world, Surpass Their Knowledge, and show them how your offering can bring cost savings and revenue growth they haven't yet realized.
