Show:
Teaching
Tailoring
Taking Control
Potpourri
100
These two departments need to align for success with Commercial Teaching.
What is Sales and Marketing?
100
This type of "buying" identifies the need to have the broader organization on board before moving ahead with a purchase.
What is consensus buying?
100
This term describes "Asking for a concession in response to a request for a concession."
What is Give-Get?
100
The color of the book cover of 'The Challenger Sale'.
What is red?
200
This company developed a world class example of commercial teaching called “The Power of Planning the Unplanned.”
Who is Grainger?
200
As part of the customer loyalty survey, stakeholders were split into these three categories. Name one.
What is decision maker, influencer, or end user?
200
Both 'The Challenger Sale' and Sales 2.0 encourage getting customers to "list and value" different elements of a deal. This is described as ______.
What is ranking them?
200
One of the authors of 'The Challenger Sale'.
Who is Matthew Dixon or Brent Adamson?
300
Commercial Teaching #1, you must teach to your unique what?
What is strengths or capabilities?
300
For the decision makers, this ranked as the #1 attribute in supplier loyalty.
What is widespread support for the supplier across their organization?
300
The key to taking control during deal negotiations is “purposeful ______.”
What is planning or preparation?
300
This is the number of "types" of Sales Reps identified in the book.
What is five?
400
As a Sales Rep, if you follow these six steps in Teaching, you will have delivered a world class “teaching ______.”
What is pitch.
400
While teaching is above all others the defining attribute of being a Challenger, this attribute makes the teaching pitch stick with the customer.
What is Tailoring or Tailoring for Resonance?
400
This company was a focal point In the Taking Control section of ‘The Challenger Sale.”
What is DuPont?
400
John Shellhorse is identified as this "type" of Sales Rep.
What is The Lone Wolf?
500
The quality of the insight is the single biggest opportunity to drive growth with Commercial Teaching. A Sales Rep should not “lead with” but should do “this” instead.
What is lead-to?
500
A good way to think about how to tailor messages is to start at the broadest level – the customer’s industry, then to the person’s company, the person’s role, and finally to that individual person. This progression is referred to as ______.
What are Layers of Tailoring?
500
Taking control is: 1)The same as negotiating 2)Only address money and 3)Means to be aggressive. These three claims are all this.
What are the three misconceptions of taking control?
500
The last of the three steps identified in 'The Challenger Sale' book.
What is Taking Control?