Unlock Success with airSlate SignNow's Challenger Sales Model Overview

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hi this is Jim Cooper with a senate leadership welcome back to it's not just about the numbers go with me now 2 years into the future to a worldclass hotel in the Virgin Islands you're on the stage just two people away from your CEO who is handing out Awards to the top 3% of your Salesforce you're thinking back over the last couple of years and what got you here last year you took an 8 figure opportunity away from the incumbent in one of your target accounts the beautiful thing was they never saw it coming it wasn't even a project on anyone's radar because no one saw that business opportunity except you and your team two years later your business with this account is now several times what it was the CIO is inviting you for golf with her and her team you and your architect are regular attendees at their it planning meetings and the former incumbents are still scratching their heads and asking what just happened to us what a difference two years can make the sales executive Council would call this a challenger sale over the past year the sales profession has been buzzing about a new book with that title they would say that Challenger reps bring value to the customer and differentiate their solutions by teaching the customer something that they don't already understand and which is critical to solving a problem or exploiting an opportunity the book presents what I believe to be the clearest treatment of this approach that I've seen in my 30-year career in solution selling in just a minute you'll hear from Alan Thomas a long time sales colleague of mine you'll hear how Allen and his team executed just such a sales campaign with just such a set of results I know you'll find this true story exciting and a great introduction to the powerful ideas embodied in the Challenger sale let's go now to my conversation with Allan Allan how would you compare the annual level of business that you're enjoying with this client now as opposed to what it was before you closed this specific opportunity the uh the business has more than U grown by a factor of five and I see additional opportunity to again expand in other areas that we can bring value to this client uh and continue to grow the business how did the sales dialogue that you had with the CIO and his key Executives change the relationship you have with them and his team you know I think it it was a it's it's moved now to more of a partnered relationship we've uh we've found additional areas where we can assist him directly uh with some of his staffing needs and and addressing some really challenging problems uh he uh uh and again these are are products and services that are not necessarily in our catalog but because of it's a it being a large customer and having the ability to put together the building blocks to deliver what he needs uh he's really seen a level of flexibility that uh again became an important buying criteria for him so we're now invited into more of the discussions from a planning standpoint uh as I say we're we're behaving a bit more like a partner as opposed to uh just a supplier so there you have it Allen and his team took the time to understand that the real opportunity here was helping the customer increase their business flexibility and was not merely reducing infrastructure cost helping the customers see that clearly earned Allen and his team a seat at the advisor's table as well over the past 18 months that relationship has resulted in a level of business five times greater than when they started so that's it for now watch this blog over the next several weeks as we spend more time with Allan filling out the rest of the story and discussing what they did and how they won so this is Jim Cooper thanks for listening and as always reminding you that it's not just about the numbers