| | | Sales Challenger | |  Sample | 10 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER JULY 22, 2011  Essential Reading List for Financial Services Sales Professionals This hiring guide provides sample interview questions to test the six key competencies that differentiate Challenger reps, along with evaluation guidelines and red flags to look out for in candidates, while this series of coaching questions helps first-line managers ask probing questions during coaching sessions and reinforce Challenger rep behaviors. Replicating the New High Performer. | SALES CHALLENGER OCTOBER 9, 2012  The Single Most Important Question for the Challenger Sale Very. Our sample size now covers over 20,000 B2B sales professionals from around the world, spanning every major industry, geography and go-to-market model. Here at CEB’s Sales Executive Council we are both excited and humbled by the global excitement for our research profiled in The Challenger Sale. Is the Challenger approach really all that new? In many ways, no. Certainly not. | | | | | |
| SALES CHALLENGER JULY 16, 2012  The ‘Just Add Water’ Approach to Social Media SEC Members, see the full IBM case , listen to the replay of our recent webinar on ‘smart’ social media, and download appendix materials detailing tips for social media use, sample social media policies and examples of social media groups across industries. (This is the third post in our series on sales organizations’ emerging use of social media as a channel for shaping demand.) . | SALES CHALLENGER AUGUST 12, 2011  Are Digital Sales Tools Replacing Pharma Reps? tablet technology such as the iPad) to ask questions about drugs, order free samples, find out which insurers cover certain treatments, etc., Recently, there was an interesting article in the Wall Street Journal that discussed how the big pharmaceutical players are leveraging digital tools to engage doctors and other prescribers. Let us know in the comments section below. | SALES CHALLENGER JUNE 4, 2012  Being a Thought Leader is Not Enough SEC Members , to learn more about this type of sales messaging, see our newest research on Deconstructed World-Class Commercial Insights , which includes sample teaching pitches from select member organizations. Customers want insight. And at the SEC, we’ve been talking about the importance of providing insight during the commercial interaction for a while now. You’re doing it wrong!”. | SALES CHALLENGER APRIL 30, 2012  iPads® and Tablets as Next-Gen Sales Tools Several months later, we launched a second pilot in which reps also had access to the CRM system and sample signatures. Sales organizations are waking up to the numerous benefits of iPads and tablets, and are just realizing how the technology can help reps in their day-to-day activities. The discussion covered topics including: Tablet evaluation and pilot programs. | | | | | | | |
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SALES CHALLENGER | THURSDAY, MAY 19, 2011  The Single Greatest Determinant of Sales Excellence – A Mini-Test
These are just a sample of 15 criteria we use to define World-Class Challenger Selling , but they provide a sense of how we’ve come to understand sales excellence and how we’re engaging with our broader membership. For fourteen years the SEC has carefully tracked what distinguishes best-in-class sales excellence. In all those years and across all the various research we’ve conducted, a relatively precise set of standards has risen to the top. That, we believe (and our extensive data tell us), is the best predictor of sales success. Criteria #1: Identify Your Unique Value Proposition. MORE >> -
SALES CHALLENGER | MONDAY, AUGUST 1, 2011  What You’re Overlooking with CRM Adoption
SEC Members , to see more detail about these strategies for tracking CRM adoption and to also view lists of sample metrics, to visit our new Measuring CRM Adoption: Peer Perspectives page. Everyone who’s worked on rolling out a CRM system knows that getting salespeople to fully incorporate CRM into their daily jobs is far from easy. To help overcome this perception and convince reps to use the tool, check out the resources on our CRM adoption topic center ). Unfortunately for organizations though, achieving rep buy-in and use of the system doesn’t end the adoption battle. etc.). MORE >> -
SALES CHALLENGER | MONDAY, JUNE 20, 2011  Essential Reading List for Pharma Sales Professionals
This hiring guide provides sample interview questions to test the six key competencies that differentiate Challenger reps, along with evaluation guidelines and red flags to look out for in candidates, while this series of coaching questions helps first-line managers ask probing questions during coaching sessions and reinforce Challenger rep behaviors. With all of the SEC’s available resources, it can be tough to know where to begin—so why not get started with some Pharma fan-favorites? Replicating the New High Performer. To equip managers to coach the Challenger behaviors. MORE >> -
SALES CHALLENGER | TUESDAY, SEPTEMBER 6, 2011  Traveling on Business? There’s an App for That!
Here is a sampling of my favorites—the apps I most often use while out on the road, all of which can be downloaded for free. There seems to be an almost unlimited array of smartphone apps out there, and many are geared to the business traveler. The apps are organized by common (at least in my case) travel challenges. Challenge #1: “Wait, so for how long is my flight delayed?”. App that can help: FlightAware. If you’re traveling after the first flights of the day, the time of your departing flight is likely to be determined by when the plane you will fly on arrives from another airport. MORE >>
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