Challenging for Sales and Client Success

For decades B2B organisations in solution selling have focused their sales approach on understanding client needs and building strong relationships. But research in recent years has clearly established that this is no longer enough, and that the very best salespeople go beyond traditional consultative and solution selling to ‘challenge’ their clients in multiple ways. This session introduces the ‘Challenger Sale’.

Content:

· The five B2B salesperson profiles

· Which one are you?

· The star performer – ‘challenge’ for optimal sales performance

· Teaching for differentiation – bringing perspective and insight, insight-led conversations

· Tailoring for resonance – at client and individual level. Generating widespread organisational support

· Taking control of the sale – overcoming risk aversion and inertia, managing pricing conversations, the difference between assertiveness and aggression

· The role of the individual seller vs the selling organisation

· The surprising truth about what drives client loyalty

Learning Objectives:

· Understand the research [by CEB] on the behavioural characteristics of top performing salespeople and why they are key in a modern B2B solution selling environment

· Understand how we can adopt these behaviours to supercharge our own sales performance

· Appreciate how these align with and address modern buyer influences and preferences