Challenging for Sales and Client Success – Part II

Overview

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 moves on to explore the second and third components of the challenger sales methodology, tailoring for resonance and controlling the sale.

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