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What the Challenger Sale Gets Wrong about Customer Relationships

Miller Heiman Group

In 2014, the Journal of Personal Selling and Sales Management reviewed and critiqued the Challenger model, arguing that the approach had “inherent empirical and conceptual limitations that actually represent fatal flaws.”. What Challenger Gets Wrong about Customer Relationships. Why Perspective Matters.

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We’ve Succeeded When We Stop Talking About…….

Partners in Excellence

Years ago, I was involved in developing and selling engineering design and development systems (CAD/CAM/CAE). When I first started selling in the early 80′s, one of “THE HOT TOPICS” in selling was “solutions selling, consultative selling, customer focused selling.”

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Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

#2 – Value Story - Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1%

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Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

. #2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales professionals fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Empower Sales with Value Storytelling and Quantification 3.

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Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

#2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1% Gartner Says Worldwide IT Spending Forecast to Reach $3.7

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Frugalnomics in Effect - Gartner predicts 5.5% decline in IT spending for 2015

The ROI Guy

#2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively articulate the value of proposed solutions”. Sources: Gartner Says Worldwide IT Spending to Decline 5.5% Percent in 2014 Gartner Forecasts 3.1%

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Frugalnomics in Effect - Gartner predicts low IT spending growth for 2016

The ROI Guy

Sitting in on typical sales presentations and you can see that most are product pitches or pseudo-solution selling, asking a few questions and then jumping into canned “death by PowerPoint” presentations. Unfortunately, despite best efforts, this is the 5th year in a row this has been the top quota issue.

ROI 53