Glossary
Challenger Sales Model
A sales methodology revolving around a deep understanding and willingness to challenge your customers to be better.
Sales reps using the Challenger methodology are good at challenging their customers to be better and to make better decisions for their business, and they do that by using their knowledge of the industry and their customers.
Challenger reps do three key things very well:
1. Teach their customers new and valuable ways to compete
2. Tailor their sales pitch to resonate with their customer’s most important issues
3. Take Control of discussions around pricing and challenge (or bring a new perspective) to the customer’s thinking around a problem
For detailed analysis of the Challenger methodology, visit our blog.
The Challenger methodology is useful for teams selling a complex product or service, and especially when working with long-term customers or relationship-based selling.
Challenger reps do three key things very well:
1. Teach their customers new and valuable ways to compete
2. Tailor their sales pitch to resonate with their customer’s most important issues
3. Take Control of discussions around pricing and challenge (or bring a new perspective) to the customer’s thinking around a problem
For detailed analysis of the Challenger methodology, visit our blog.
The Challenger methodology is useful for teams selling a complex product or service, and especially when working with long-term customers or relationship-based selling.