The seller's ability to deliver a commercial insight in a rational and emotionally compelling way through two-way dialogue
What is Commercial Teaching?
100
The customization of a sales message based on a customer's business and individual attributes.
What is tailoring?
100
Respectfully and empathetically guiding the customer to a recommended action by discussing alternatives and reinforcing the value of making a change.
What is taking control?
100
The sales approach defined by sales and marketing professionals leading commercial interactions with information and details about the products, services, and support that they provide to the market.
What is product selling?
100
Captures a customer's current belief and/or assumption, exposes the flaws or misinformation in this thinking, and presents a better course of action.
What is an insight?
200
The structured communication of a commercial insight
What is the Commercial Teaching Choreography?
200
The two underlying capabilities of tailoring.
What is: 1. identifying economic drivers and 2. understanding the customer value drivers.
200
A productive force that compels customer action and is generated by exploring unfamiliar or unknown topics.
What is constructive tension?
200
The sales approach defined by sales professionals leading commercial interactions with open-ended needs analysis, posing questions designed to get the customer to articulate a business need, which the seller must then tie back to the products, services and support that they provide to the market.
What is solution selling?
200
Captures a customer's current belief and/or assumption, exposes the flaws or misinformation in this thinking, and presents a better course of action based on the company's unique capability or strength.
What is a commercial insight?
300
A structured communication which reframes how the customer sees their business and leads to a specific solution.
What is the Commercial Teaching Choreography?
300
Helps sellers understand how to effectively adjust their messages based on industry, company, role and individual.
What is a tailoring lens?
300
Applying pressure on the customer is referred to as what in skill building?
What is driving momentum?
300
The sales approach defined by sales and marketing professionals leading commercial interactions with disruptive insights as opposed to product offerings or customer needs analysis.
What is insight selling?
300
A step used to build the business case for the full cost of the customer's current state of inaction.
What is rational drowning?
400
The step in the commercial teaching choreography used to expose an incorrect belief or assumption the customer has about their business.
What is the Reframe?
400
Industry, Company, Role and invidual are all what?
What are tailoring lenses?
400
Being comfortable discussing money is referred to as what in skill building?
What is driving value?
400
The effective and preferred model used to carry out insight selling.
What is the Challenger Model?
400
Customers that are attracted to insights, are oftentimes skeptical and questioning or curious. They are vedor neutral and support good ideas.
What are Customer Mobilizers?
500
The six steps in the Commercial Teaching Choreography. (in order)
What is warmer, reframe, rational drowning, emotional impact, new way and solution?
500
Factors that impact the profitability of the customer's business.
What are economic drivers?
500
The two underlying skills of taking control
What are applying pressure on the customer (driving mmomentum) and being comfortable discussing money (driving value)?
500
List the last three sales approaches in chronological order. (oldest to most current)
What is product selling, solution selling and insight selling?
500
Who makes up the New Product and Development Team here at CEB? (i.e. Who can you turn to with Challenger-related questions?)
Who are Jessica Cash, Doug Hutton, Dave deBuys, Jessica Green, Andy Fabricius, Lauren Shurtleff and Nobar Elmi?