Brent Adamson

A great counterpoint/extension of the consultative/solutions sales process from Neil Rackham's SPIN Selling (among others). The fundamental insight: customers don't merely want you to question them about problems they already know (at best, you can show you know as much as they do) -- they want you to bring actual insights to them, relevant to their problems. "Teach (the customer about something relevant), Tailor (to make the process both relevant to the customer and to your own solutions), Take control (utilize "constructive tension" to make solving this problem urgent.)

In general, I like moving toward extremes -- low friction order-taking for most sales, and true value-add sales for the high end; none of the gated-by-a-piece-of-meat-in-a-suit zero-value-add sales rep to sell a product. Challenger sale is another tool to support delivering actual value.

(Audible audiobook)… (mehr)

Highly recommend this audio for anyone involved with complex B2B sales. More examples are needed; however the many take aways make up for this shortfall.

Challenger Sales website http://www.executiveboard.com/challenger

Summary of Challenger Sale rel="nofollow" target="_top">http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/78...

Another summary of Challenger Sale http://salesopseffectiveness.blogspot.ca/2012/01/review-of-challenger-sale.html… (mehr)