Challenger
Win B2B business more often, by design.
Buyers in today’s B2B arena don’t want to speak to salespeople, but they do want to hear from people with sound knowledge of solutions to their business problems and a strategic understanding of the challenges they face ahead.
Our Challenger Sales Program
Newton Day equips salespeople to get results in the modern era of B2B sales. We supply the three essential ingredients of B2B sales success:
Training and Coaching
Know-how and techniques supplied by an experienced coaching team.
Sales Tools
Essential sales enablement tools that support the sales process.
Challenger Reports
See inside the minds of your prospects and how to directly target their pain points.
Core principles of the Challenger approach
Challenge the Status Quo
Inspire prospects to rethink their current approach and expose inefficiencies or missed opportunities.
Tailor the Message
Personalise the pitch to align with the prospect’s unique needs and goals, and brand persona, using behavioural design and storytelling techniques.
Take Control
Equip salespeople to confidently guide the conversation and maintain control over the next steps in the sales process.
Deliver Value
Focus on persuasive insights that create long-term value and solutions directly linked to the challenges of the buyer organisation.
Why Challenger?
Organisations adopt the Challenger sales method because it has proven to work better. Why? Because it responds to the modern expectation of buyers that the people they engage with from suppliers bring value through their knowledge of:
- The clients’ industry challenges and strategic pressures.
- How their products and services can solve problems and deliver value (not only to the customer, but the customers’ customer and other stakeholders in the industry ecosystem value chain.
- Product and service application, deployment and change management know-how.
The evidence:
- A comprehensive study involving over 6,000 sales reps revealed that approximately 40% of top-performing salespeople employed the Challenger approach, surpassing other sales profiles. (Streak)
- Further research indicated that 39% of high-performing sales professionals utilised the Challenger method, outperforming the next most effective group by 14%. (Coursera)
- A pharmaceutical company reported a 25% sales increase post-implementation of the Challenger methodology. (Vouris)
- A technology firm experienced a 30% increase in sales revenue after training their team in Challenger techniques.
Ready to accelerate B2B sales?
Discover how the Challenger Sales Program can transform your sales results.