Question
The research conducted by CEB Inc. revealed some surprising insights about successful sales strategies. One of the key findings was that the best-performing sales reps were those who challenged their customers' thinking, offering unique insights and pushing back against the status quo. This approach, dubbed the 'Challenger' style, was found to be the most effective across a variety of industries and geographies. The research also shattered the existing industry wisdom that relationship-building was the most important aspect of sales. Instead, it highlighted the importance of understanding the customer's business, driving constructive tension in sales conversations, and tailoring sales pitches to the customer's specific needs and situation.
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In 2009, When Business-To-Business Sales Leaders Were Facing The Harshest Sales Environment In Decades, Some Sales Reps Were Closing Near-Impossible Deals. To Understand What Was Happening, Ceb Inc Launched An Extensive Study Surveying Sales Managers From 90 Companies And Over 6000 Sales Reps Across Geographies And Industries. The Research Insights That Emerged On What Sets The Best-Performing Sales Reps Apart Were Completely Counterintuitive, Shattering Existing Industry Wisdom. This Book Documents The Key Insights And Strategies Necessary To Succeed In Today'S Complex Sales Environment.
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