Appendix C
ADP Dealer Services challenges facing Commercial Teaching pitch company information Profit Clinics success of Aggression versus assertion. see Assertiveness elements of Alternatives, questions to encourage Assertiveness of Challengers and controlling sale elements of forms of Assumptions of customer, challenging
BayGroup International, Situational Sales Negotiation method Biases as obstacles to innovation overcoming Brainstorming, SCAMMPERR framework Bundled goods/services, and solution selling Burner, Tod Buying behavior, trends related to
Challenger Development Program coaching guide identifying Challengers, Hiring Guide taking control toolkit training Challengers ambiguity, acceptance of assertiveness of characteristics of controlling sale skill of economic climate and performance versus high performers identifying for hiring positive performance of price discussions by reframing skill of RFP, approach to selling model based on. see Challenger Selling Model success, basis of training for unique skills of Challenger Selling Model coaching in controlling sale in implementing. see Challenger Selling Model adoption innovation in internal business function applications organizational capability, building in pillars of tailoring for resonance in teaching for differentiation in time factors in
See also Controlling sale; Tailoring for resonance; Teaching for differentiation Challenger Selling Model adoption Challenger terminology, using customer-centricity, dropping Deb Oler question, asking full adoption, difficulty of and global operations for high performers as issue identifying/hiring Challengers organizational capability building in pilot program first pitch, words to avoid reasons for and sales manager effectiveness training, approach to China, Challenger Selling Model in CIO Executive Board CLC Recruiting Coaching basic elements of business impact of Challenger Coaching Guide defined democratic approach to and discretionary efforts, increase in Hypothesis-Based Coaching versus managing PAUSE framework by sales managers Collectors, role of Commander’s Intent Commercial Teaching catalyzing action control of ideas as essence of customer reactions to expect customer’s assumptions, challenging
Deb Oler question, using defined effectiveness, reasons for Hypothesis-Based Selling in insight-customer connection, making insight-supplier connection, making reframing in ROI calculations, focus of about segmentation about unique customer strengths Commercial Teaching pitch by ADP Dealer Services (case study) building pitch, order of constructing, team approach compared to consultative selling credibility, building in customer capabilities, enumerating customer challenges, assessing Emotional Impact in as “leading to” versus “leading with,” 77, 96 New Way in organizational capability building in Rational Drowning in Reframe in resistance to use and SAFE-BOLD framework simplicity of Solution in steps in (diagram) supplier, first reference to supporting data, presenting Warmer in “we’re different” objection, countering words to avoid by W. W. Grainger (case study) Communications Executive Council
Communications programs, insight, need for Competition, beating, with unique customer strengths Complaint-to-market impact model Concessions handling, DuPont method patterns to avoid Confidence, of Challengers Confirmation bias Consensus-based sale, rise of Consultants Challengers as. see Teaching for differentiation to customers, in purchase decisions Consultative selling, compared to Challenger method Controlling sale assertion versus aggression as Challenger skill concessions, handling difficulty of DuPont, case study examples of misconceptions about preparing reps for reframing in and Relationship Builders and sales process Corporate Executive Board survey of. see Sales Executive Council (SEC) survey training offerings of Credibility, building in pitch Customer-centricity defined negative impact of Customer Contact Council Customer needs analysis, in loyalty survey Challenger’s approach to
customization needs and Hypothesis-Based Selling outcome-oriented approach segmentation based on solution selling approach Customer objections concessions, handling “we’re different” objection, countering Customers Challenger skills related to and consensus-based sale FUD factor key challenges, assessing loyalty survey needs. see Customer needs objections of. see Customer objections responding versus defending of risk aversion of segmentation and solution selling Customer service complaint-to-market impact model insight, need for Customization, customer demand for
Data, presenting, in Commercial Teaching pitch Decision makers items of importance to in loyalty survey new physics of sales for role of Differentiation teaching by Challengers. see Teaching for differentiation words to avoid Discounts. See Concessions Discretionary efforts, coaching and increase in Dixon, Matt DuPont company information concessions, handling controlling sale by negotiation workshop Situational Sales Negotiation (SSN) method
Economic decline and Challengers performance and performance gap and solution selling Emotional Impact in Commercial Teaching pitch emotional connection, making objections, countering in W. W. Grainger teaching pitch End users, in loyalty survey Exportability bias Factor analysis Finance Leadership Academy First conclusion bias Freeman, Karen FUD factor Functional bias card
General Counsel Roundtable Global operations, Challenger Selling Model in
Hard Workers characteristics of positive aspects of in SEC survey Hendrick, Kevin See also ADP Dealer Services Hicyilmaz, Timur Hiring Challenger Hiring Guide Selling Style Self-Diagnostic Human resources (HR), insight, need for Hypothesis-Based Coaching Hypothesis-Based Selling
Influencers, in loyalty survey Innovation biases as obstacles to components of importance of narrowing versus opening thinking questions to encourage in sales context by sales managers SCAMMPERR framework and the unknown Insights in Commercial Teaching importance to customers insight-customer connection insight-supplier connection, making internal business functions, needs of marketing participation presenting. see Reframing in W. W. Grainger teaching pitch IT capabilities, insight, need for
Jargon, technical, avoiding
KPMG, and SAFE-BOLD framework
“Leading to,” versus “leading with” method Legacy bias Legal profession, insight, need for Lone Wolf characteristics of negative aspects of positive performance of in SEC survey Loyalty survey decision maker behavior in end user behavior in influencer behavior in loyalty, drivers of sales experience, importance of senior executive behavior in stakeholder loyalty, analysis of top attributes in topics covered
Managers. See Sales managers Marketing Commercial Teaching pitch, constructing as insight generation machine -sales collaboration Marketing Leadership Council research, preferred companies, customer view of Market research, insight, need for Market Research Executive Board Momentum, created by Challengers
Narrowing thinking defined versus opening thinking Needs, customer. See Customer needs Negotiation versus controlling sale Situational Sales Negotiation method New perspective, presenting. see Reframing New physics of sales New Way in Commercial Teaching pitch in W. W. Grainger teaching pitch
Objections. See Customer objections Oler, Debra Deb Oler question position of See also W. W. Grainger Opening thinking biases as obstacles defined and innovation questions to encourage Order-takers Organizations capability building, and Challenger selling internal functions, need for insight technical jargon, use of Outcomes to customer needs, mapping functional bias card tailoring for resonance
Passive behavior versus assertion. see Controlling sale elements of reasons for Relationship Builders PAUSE, coaching framework Personal bias Pitch, teaching. see Teaching pitch “Power of Planning the Unplanned, The,” Practicality bias Price Challenger’s approach to concessions, handling Price-to-value ratio and customer loyalty and price increase Procurement. See Purchasing Procurement Strategy Council Producers, role of Profit Clinics, ADP Dealer Services Project proposal template, tailored to client Prompting questions, to encourage innovation Psychology of Selling, The (Strong) Purchasing ease, importance to customers insight, need for research, history of third-party consultants for trends related to
Rackham, Neil Rational Drowning in Commercial Teaching pitch in W. W. Grainger teaching pitch Reactive Problem Solver characteristics of in SEC survey Reframing as Challenger skill in Commercial Teaching pitch customer reactions to expect facts to support, presenting importance of RFP, reshaping for suppliers and ROI discussion success, basis of as taking control of sale in W. W. Grainger teaching pitch Relationship Builders characteristics of connection, over-emphasis on low performance of passive behavior of taking control, limitations of teaching pitch, safe Relationship selling, decline of Requests for proposals (RFP) best deal, customer behavior Challenger’s approach to as free advice to customer reshaping for supplier Research and development (R&D)
insight, need for strategic influence competency Research and Technology Executive Council (RTEC), best practices Resource allocation, by sales managers Risk, and teaching pitch Risk aversion, customers ROI calculations Challenger’s approach to facts to support, presenting typical approach to
SAFE-BOLD Framework Safe practice, and training Sales -marketing collaboration new physics of Sales Executive Council (SEC) survey areas not studied factor analysis in insights of loyalty survey sales force performance gap sales force profiles in sample size solution selling, findings on variables tested Sales experience, importance to customers Sales Leadership Diagnostic findings, applying variables tested Sales managers coaching by effectiveness, lack of excellence, elements of hiring, basis of innovation by resource allocation by Sales Leadership Diagnostic selling skills of Sales performance research, history of SEC survey. see Sales Executive Council (SEC) survey SCAMMPERR framework
Segmentation Commercial Teaching on needs-based traditional Selling Style Self-Diagnostic Senior executives, in loyalty survey Sherk, Adam Situational Sales Negotiation (SSN) method process of workshop on Solae challenges facing company information functional bias card scripting, use of stakeholder information, use of tailoring for resonance by tailoring tool Solutions in Commercial Teaching pitch and innovation in W. W. Grainger teaching pitch Solution selling bundled offerings in customer burden in customer needs in in down market focus of growth of performance gap sales rep burden in solutions fatigue Stakeholders in loyalty survey and new physics of sales tailoring message for
Strong, E. K. Suppliers Challenger approach. see Challenger Selling Model customer businesses, knowledge of Deb Oler question insight-supplier connection, making preferred companies, customer view of price versus uniqueness approach undifferentiated, choosing
Tailoring for resonance basis of as Challenger skill concrete approach to examples of layers of tailoring obstacles to outcome, focus on project proposal template scripting, use of by Solae, case study variability, reducing Teaching for differentiation basis of as Challenger skill examples of importance to customers insights, sharing organizational capability, building in RFP, reshaping for suppliers sales conversation to avoid sales experience, importance of teaching method. see Commercial Teaching teaching pitch. see Commercial Teaching pitch Teaching pitch of Challengers. see Commercial Teaching pitch of Relationship Builders SAFE-BOLD Framework simplified approach successful, elements of words to avoid Teams, Commercial Teaching pitch, constructing
Training Challenger Development Program of Challengers versus coaching Corporate Executive Board programs costs of enhancing, guidelines for safe practice Situational Sales Negotiation method
Unknown, innovation around Unplanned purchases, cost of. See W. W. Grainger teaching pitch
Value planning tool, tailored to client and price increase. see Price-to-value ratio
Warmer in Commercial Teaching pitch in W. W. Grainger teaching pitch Workshops, negotiation workshop W. W. Grainger challenges facing Commercial Teaching, case study. see W. W. Grainger teaching pitch company information pilot sales program unique capabilities, discovering W. W. Grainger teaching pitch customer as focus Deb Oler question Emotional Impact in New Way in organizational capability, building “Power of Planning the Unplanned, The,” Rational Drowning in Reframing in Solution in Warmer in