The Challenger Sale
A sales methodology to take control of the customer conversation
By Mathew Dixon and Brent Adamson in 2011
Focusses on a specific type of sales person and insight based conversations
Challenger Sales – Types of Sales Representatives
Challenger Sales – Performance of Representatives
Challenger Sales – Where to Find Challengers
Strategic Selling – Principles
Principle 1
Challengers are made, not just born
Principle 2
It’s the combination of skills that matters
Principle 3
Challenging is about organizational capability, not just rep skills
Principle 4
Building the Challenger sales force is a journey, not an overnight trip
Challenger Sales – Key Skills
Challenger Sales – Attributes Affecting Frontline Sales Managers Performance
The Challenger Sales for Sales Managers
MEDDIC – A Sales Methodology
Metrics
Economic
Buyer
Decision Criteria
Decision Process
Identify Pain
Champion
A strategy to stay ahead complex sales processes
By Jack Napoli & Dick Dunkel in 2020
Focus is on constantly qualifying each step of the sales process
MEDDIC – Metrics
MEDDIC – Definition and Identification of the Economic Buyer
MEDDIC – Getting Engaged and Engaging with the Economic Buyer
MEDDIC – Decision Criteria
MEDDIC – Decision Process
MEDDIC – Implicate the Pain
MEDDIC – Champion
Extensions to MEDDIC
MEDDIC Group Task
Social Selling According to LinkedIn
Customer Journey – Touching Points
Customer Journey – The Role of Data
Customer Journey – An Example
Customer Journey Group Task
Zuletzt geändertvor 2 Jahren
