What is the Challenger Sales model?
The Challenger Sales model is a sales methodology documented in a book by Matthew Dickson and Brent Adamson. The Challenger Sales model encourages sales people to emulate high-performing salespeople — or ‘challengers’ — when executing their sales processes. In the words of the authors, the Challenger Sales model entails teaching prospects about their situations, tailoring communication to suit specific prospects, and taking control of a sale.
Challenger sales people approach their prospects with insights about how the prospects can save money or make money. Challenger sales people tailor their message to the prospect’s specific needs and objectives. Rather than giving in to the prospect’s every demand or objection, challenger sales people are assertive, and push back to take control of the sale.
Can the Challenger Sales model be taught?
The winning characteristics that make Challenger sales people unique are teachable. According to the authors of the book, Challenger Sales, almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer.
What is the impact of Challenger Sales?
The Challenger Sales model is based on driving success through the sales experience itself. The methodology is based on one of the largest sales studies ever conducted, during which it was found that “53% of customer loyalty is driven by the sales experience – not brand, price, service, or even the product.” This sales experience is largely influenced by a customer’s interaction with the sales rep
What is sales enablement?
In many organizations, sales training falls under the umbrella of sales enablement. What is sales enablement? In a nutshell, is is equipping sales people with the right resources to shorten the sales cycle, increase win rates, and sign bigger deals. Sales enablement, as a function, evolved in response to the evolution of the buyer. With so much information available online, buyers are in more control of the buying process than ever before. In many cases, buyers can be more than halfway through their journey before they engage a seller.
The essence of sales enablement is ongoing sales training and coaching. Because sales enablement is providing customer insights, content and coaching to your sales team throughout the selling process. Sales enablement is the process of providing your enterprise sales team with the resources they need to close more deals. These resources may include content, tools, knowledge, and information to effectively sell your product or service to customers.
Ultimately, the goal of sales enablement is to align the interdependent elements of sales, marketing, customer support, product management, brand management, legal, and human resources to boost seller productivity and improve the buyer experience. In a nutshell, sales enablement strategy is to provide salespeople with what they need to successfully engage the buyer throughout the buying process.
How Does Showpad’s Sales Enablement Software Help to Develop Challenger Sales Reps?
Simply stated, Showpad’s sales enablement technology makes selling easier. The Showpad platform streamlines onboarding, training, and coaching, helping get new sales hires selling quickly. With scalable training materials available on any device, new hires can access what they need anywhere, any time. Showpad can reduce the onboarding time for a new salesperson by 25%.
Showpad puts the right information at every salesperson’s fingertips. The platform saves sales reps time by making relevant content easy to find, personalize and share on any device. Your sales team will get more effective, too: with Showpad, sales reps have the training, content, and support they need to exceed buyer expectations every time. Showpad can lead to an increase in sales of 10% or more.
Showpad helps sales and marketing teams collaborate efficiently to produce the content buyers need. Our platform centralizes all sales collateral so it’s easy to access, update and share materials. Powerful analytics identify the most impactful content so marketing can focus on producing only the best, most relevant content for sales. This can result in a 25% increase in productivity. Forrester analyzed the costs associated with Showpad (including licensing, training and implementation) against the platform’s benefits over the course of three years. They found the platform shows a return on investment of 516%.
The Showpad Sales Enablement Platform is ideally placed to guide companies through the challenges they face by leveraging a unified platform that combines content and coaching. Digitization of content and continuous access to training will help companies scale quickly while providing experiences that delight their customers and win business.
With Showpad’s Sales Enablement solution, marketers can centralize, organize, and distribute content intuitively, ensuring all content is consistent and compliant with messaging and branding guidelines. Enterprise salespeople and distributors can quickly pull up the right information at the right time to present or share with prospects. All content is updated in real-time, so your sales team always has access to the latest information in the field, reducing errors and miscommunication.
Showpad also offers security and content control features that allow enterprise marketers to lock down confidential information and ensure presentations meet requirements, such as the mandatory inclusion of potential harmful effects and usage instructions. Through Showpad’s in-depth analytics dashboard, marketers can see how their content was used by salespeople, and engaged with by prospects, in order to optimize content creation. Enterprise sales managers gain insight into top performers’ best practices so they can achieve maximum results. Showpad supports your enterprise revenue teams so they can be prepared better than ever before, create engaging experiences your buyers will always remember, and make your company generate more revenue.
Want to learn more about Showpad?
Contact us for a personal assessment of your enablement journey.