Sales Transformation #169 S2 Episode 38 - From Working At A Research Firm To Sales Enablement At Challenger with Michael Randazzo
HIGHLIGHTS
01:01 How Michael started to where he started and where he's at today
05:29 What are the key seller profiles that the research has uncovered in Challenger
11:15 Transformations are hard and here's why it's the same for transforming yourself into a Challenger
16:54 How to think and act like a Challenger
22:01 How to connect with Michael and learn more about Challenger
QUOTES
05:55 "The 'Challenger' just kinda looks at the world a little bit differently and they seek to educate customers about problems that they don't realize exist in their business. So they're kind of the inverse of some of the other profiles we found, the 'Problem Solver', for example, who takes a consultative approach in figuring out what's going on in a customer's business because they don't know yet."
09:38 "The thing that a 'Challenger' does better than anyone else is they don't lead with their products and solutions. They lead with customer problems and in particular problems that the customer either has overlooking, or under-appreciating, or just completely missed. And they seek to have a dialogue around what that problem is actually doing ... then they lead back to the product or the solution."
17:37 "To be an elite seller, to have this sort of challenger mindset, you really need to think about being in your prospect's shoes. Like what's going to make them be motivated to take the next action and who are they more likely to go with."
19:38 "You might notice if that CIO is much more open to sharing information that they're likely not sharing with other reps because you've shown up and demonstrated to done the leg work to get to know them. You've built that instant credibility and with just a couple of simple questions, unlocked information that's probably not available to your competitors."
20:27 "The most common misconception to be a 'Challenger' seller you just have to be a great, innate, natural-born seller. It's actually more about sweat equity, it's about whether or not you're willing to put into work, the preparation, and do the leg work before you show up in the conversation."
Learn more about Michael in the links below:
- LinkedIn - https://www.linkedin.com/in/michaelrandazzochallenger
- Podcast - https://www.challengerinc.com/
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