Over the past decade, CEB has studied the evolution of Sales, Marketing, and most importantly, customer purchasing behaviors. Based on an initial global research survey of 6000+ sales reps across multiple industries, CEB identified the key behaviors that increased rep performance in today’s complex selling environment. These winning reps – termed Challengers® by CEB – interact with customers very differently than other rep profiles – they lead their sales interactions with commercial insight.
Interview with Neil Rackham
Listen to Neil Rackham, author of Spin Selling, discuss what makes Challengers different and why they are even more important in today’s selling environment.
Listen to executives from premier organizations share how embedding Challenger principles has driven results in their organizations.
Developing a Challenger Organization
Sr Manager of Global Internal Sales Training