So, there's probably 300 gigabytes for every terabyte that's just old data sitting around there and costs a lot of money to manage that data daily. “We find that in typical companies like you, if you've got a terabyte of storage, 30% of that storage is old. Here’s an example from sales expert Tom Pisello (aka The ROI Guy): Share a problem that others like them face and follow up by asking questions on its impact. Show your customer that you know what they’re going through. And these world-class teachers follow a six-step process to sales. Source: SlideShare Okay, so how do I transform my sales team into Challengers?Ĭhallengers aren’t world-class investigators. The Challenger rep, according to Matthew Dixon. So, rather than asking the customer, “ what keeps you up at night?”, the sales rep should tell them the answer - insight-led sales conversations. The Challenger sale is all about leading with insight and assuming the customer doesn't know everything. Stop asking THIS question - the worst one you could ever ask your customer.
Now their sales conversations begin with, “Let me talk to you about the impact of color on student performance.”īy focusing on what generates the most economic value for their customers, Xerox gained $65 million in contract value! ?Īh, one more thing. Using the Challenger sales method, they realized what mattered most to their customers was the student learning experience - the customer of their customer. So, their core selling point was, “we generate 90% less waste than laser”. Previously, Xerox believed that their customers cared about reducing waste. Here’s how Xerox used the approach to increase their sales by 17%. This question is at the heart of the Challenger sales approach. “What’s currently costing our customers more money than they realize that only we can help them fix?” How does the challenger sales model work?