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The Challenger Sale presents several case studies that demonstrate the effectiveness of the Challenger selling approach. This approach involves understanding the customer's business, offering unique insights, and pushing the customer out of their comfort zone. The broader implications for sales innovation and coaching include the need for salespeople to be trained in this approach, as it requires a deep understanding of the customer's business and the ability to challenge their preconceptions. This can lead to more effective sales strategies and improved sales performance.
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While coaching is improving performance on known behaviors, innovation is the ability to drive performance in unforeseen contexts. Data shows that coaching and sales innovation skills occur independently of each other. Supplier organizations are designed for efficiency in a world where effectiveness through innovation is far more valuable than efficiency.
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How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalt...
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