Challenger Sale
Through this research we found that every B2B sales rep in the world can be placed into one of the five discrete selling profiles, characterized by a specific set of skills and behaviors that defines the rep’s primary mode of interacting with customers:
- The Relationship Builder doesn’t want to appear pushy, focuses on customer needs and is generous with his or her time.
- The Hard Worker shows up early, stay late, and always goes the extra mile. He or she will make more calls in an hour and conduct more visits in a week than just about anyone else on the team.
- The Lone Wolf is a salesperson who is self-assured, difficult to control and follows his or her instincts.
- The Problem Solver is detail-oriented, addresses service issues quickly and places importance on post-sales follow through.
- The Challenger has a different view of the world, understands the customer’s business and pushes his or her customers to think about their business differently.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs $15K-$50K
ACVs > $50K
