CEB launched a series of studies that targeted thousands of customers and sales professionals around the world, spanning every major industry, geography, and go-to-market model. The studies have three critical findings:
- Customers have fundamentally changed the way they buy, which has forced an evolution in how companies sell.
- As discussed in The Challenger Sale, the sellers who perform best in a complex sales environment have a certain set of behaviors and skills. These high performers are known as Challengers.
of customer loyalty is driven by the sales experience.
increase in revenue, after implementing Challenger™ strategy.
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.
Beginning the Challenger Journey
Global Head of Business Operations, Thomson Reuters
Developing an Organization Using Our Challenger Model
Sr Manager of Global Internal Sales Training, Autodesk
Making the Sales Experience a Competitive Advantage
VP of Sales and Marketing, Cameron Surface Systems