Build insight-led conversations and develop a winning Commercial Teaching pitch
from The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon, Brent Adamson
How to Apply This
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Ensure clarity and agreement across the organization on the unique benefits you can offer customers.
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Review your sales tools and materials.
Focus content on the customer’s market rather than your organization. -
Identify a new and innovative way to help customers
Focus on strategies to save or make customers money or mitigate risk. -
Back up pitches with a number-driven rationale, and include emotional impact and a concise review
- Present data, graphs, tables, and charts to quantify the cost of the problem or the size of the opportunity.
- Paint a picture of how companies similar to the customers have struggled due to engaging in behavior the customer will recognize.
- Focus on strategies to save or make customers money or mitigate risk in a point-by-point list.
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