| | | Sales Challenger | | | | 3 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER OCTOBER 3, 2011  Stop Incenting the Wrong Channel Partners For companies that sell indirectly, mitigating risk in today’s environment is a key concern. One way organizations can do this is to ensure that company resources are only being invested in the right channel partners who exhibit long -term, relationship, and growth-focused behaviors. But how do you properly incent these behaviors and determine who the right partners are to reward? pseudonym. | SALES CHALLENGER OCTOBER 4, 2011  Are You Easy to Buy From? What if I told you that the long-standing beliefs driving your customer engagement strategy actually turned out to harm you in the long run? Imagine the surprise of sales and service execs when they found out that, in the service channel, going above and beyond when serving the customer doesn’t pay off. In other words, make it easy for the customers to solve their problems. | | | | | |
| SALES CHALLENGER OCTOBER 3, 2011  Determining the ROI of Challenger Reps® With the Challenger Sale cracking Amazon’s top 10 sales & marketing book list before the book is publicly available, we’ve been getting lots of questions here at the Sales Executive Council about the research. Without fail, the top question is “what is the ROI of the Challenger Selling Model?”. On average, we see a 14% lift in goal attainment when comparing Challenger Reps to non-Challengers. | |
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