Creating Sales Challengers: Focus on HOW, Not WHAT

by BayGroup International on April 24, 2013

The popular book by the Corporate Executive Board, The Challenger Sale, tells salespeople that they need to take control of their sales conversations by offering new and unexpected insights into potential threats to their customer’s business objectives.

The question is, what does that mean in practice?

Here’s a hint:  it requires going beyond “what to do,” and showing your people “how to do it.”

Want to learn more?  Watch this two-minute video to learn how DuPont demystified the process with a four-step program that maximized the profitability of their sales cycles, protected their margins…and resulted in a 68:1 return on their investment:

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