Challenger vs. solution selling: what does the data tell us?

A few weeks ago, when I wrote about the purported “death of solution selling,” reader response was tremendous. In the blog comments and on LinkedIn, readers shared a wealth of insights, discussion, and challenges to the article’s assumptions, all of which got me thinking more deeply about the Challenger vs. solution selling debate.

A brief history of modern sales methodologies for sales leaders

Before psychology selling, before needs and pains and solutions and strategies, there was phrenology: The science of selling cars based on the size of a customer’s forehead. No wonder car salesmen gained a bad reputation.

Is Solution Selling Dead? Is Challenger Sales The New KING?

Is the Challenger Sale a paradigm shift that makes solution selling irrelevant? Is it dead wrong? Or is it all just a matter of semantics?

Stop Killing Deals

Can One Simple Change that Decreases Patient Death Rate by 47% Work for Sales Too?

3 sales fundamentals to master

In the world of more complex b2b sales, where an investment in your product or service will actually require changes in the organization – I would argue that the fundamentals for success are still the same, despite the Internet and new technologies.

CEOs: Are your sales people systematically outselling the competition?

“It is not the strongest species that survives, nor the most intelligent. It is the one that is most adaptable to change.”

This quote rings true in our competitive market economy. Over the last few decades, we’ve seen impressive improvements in efficiency and quality when it comes to production and other business processes. But how much has your sales process evolved and improved?