This collaborative research helped allowed their customers to look at their business problems differently, which often led to an innovative approach that the companies in our survey could provide. The third benefit that many of the interviewees cited was that It has allowed them to accelerate the sales cycle, leading to a reduction in the overall cost of sales.Īnother insight that we gained In our discussions with these solutions-focused companies was that the most successful ones leveraged their partner ecosystems in order to do the in-depth research required on the keys issues that their customers cared the most about. We also heard from a few companies that the methodology has increased their ability to compete with bigger players in the market that outspend them during the sales cycle. Most of the companies that we interviewed agreed that the benefit behind the Challenger sales model was an improvement in the relationships with key client. Our Research ResultsĪs part of our Solutions Marketing course at the Hult International Business School, we had the opportunity to interview over a dozen senior level solutions marketers and sales executives from companies like EMC, Siemens, IBM, Intel and regarding the role and relevance of Challenger-based selling in selling their solutions. While the Challenger sales model is well known, what is still unclear is how prevalent this method is used to sell real customer solutions and, more importantly, how effective it is. Taking control of the sales process by leading with challenging ideas instead of accepting the customer pre-conceived ideas for growth and profitabilityĤ.ěuilding constructive tension in the customer conversation that leads to deeper engagement and more thorough analysis of the customer’s business imperatives. Tailoring the message for each individual customerģ. Teaching customers about the key trends and technologies that will impact their businessĢ. This model is based upon a salesperson controlling the sales process by challenging the customer’s assumptions about…well, just about anything that can be logically and compellingly challenged. The Popularity and Purpose of Challenger Sellingīut is solutions selling still the right approach? The newest sales method that has swept across the corporate landscape over the past 3-5 years is Challenger Selling – also commonly referred to as Provocative Selling. The sales forces at these same companies have made the transition to a more consultative, problem-solving model. And for the most part, it’s been successful. Over the past 10-15 years, it’s been adopted by hundreds of companies that have decided to move to a solutions business model instead of a “product push” approach. Is Challenger-Based Selling the go-to Model for Selling Solutions?Īs we all know, solutions selling is not new.
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Solutions Marketing Competency Assessment.