About this source
A data-driven study of B2B sales performance that identifies five rep profiles and proves the Challenger type — who teaches, tailors, and takes control — dramatically outperforms all others, especially in complex solution sales. The book provides a complete methodology for building Challenger capabilities across an entire sales organization.
Frameworks extracted
10 totalCOMweeks
Hypothesis-Based Selling
Lead with an informed hypothesis of customer needs rather than asking customers to educate you
COMdays
The SAFE-BOLD Framework for Teaching Pitch Evaluation
Grade every teaching pitch for boldness before it gets watered down to the safe middle
STRmonths
The 53 Percent Rule: The Sales Experience as the Primary Driver of Customer Loyalty
Over half of B2B customer loyalty is determined not by what you sell but by how you sell it
LEADmonths
Sales Manager Excellence: Coaching and Deal Innovation
World-class managers coach to known behaviors and innovate around unknown obstacles to unstick deals
COMweeks
Taking Control of the Sale
Assert and maintain momentum throughout the sale — assertively, not aggressively
COMweeks
Tailoring for Resonance
Adapt the teaching message to each stakeholder's specific goals, role, and economic context
COMweeks
The Six-Step Commercial Teaching Pitch
Choreographed six steps that lead customers from insight to your solution as the natural conclusion
COMmonths
Commercial Teaching
Teach customers something they don't know about their business — then show why only you can fix it
STRmonths
The Challenger Selling Model: Teach, Tailor, Take Control
The three-part methodology for winning complex B2B sales through constructive tension
STRweeks
The Five Sales Rep Profiles
A data-derived taxonomy that reveals which rep type wins complex sales by a landslide