Challenger Choreography
Challenger Choreography vs. Unchallenged Choreography Following are the talking points for each of the 4 slides, which are based upon CEB’s Challenger Choreography: Slide 1: CEB’s Challenger...
View ArticleChallengers: Don’t Confuse Teaching with Learning
As a big fan of the Challenger Sale, those that follow the approach quickly understand that ‘teaching’ is a primary leg of the three-legged stool (i.e., Teaching, Tailoring and Taking Control). For...
View ArticleChallenger Sale: The Reframe Exercise
Practice reframes with ordinary objects The Challenger Sale Choreography If you are familiar with the Challenger Sale, you will quickly recognize the six components of the Challenger Choreography...
View ArticleConstructive Tension through Insights
If you are anything like me, I learn best from real life examples. This morning, I was reflecting on a conversation I had with a major retailer a number of years ago, that not only got them to think...
View ArticleChallenger Sale: Moving Beyond Rational Drowning
Growing up on the coast of Southern California, I was no stranger to the rip currents we would often see. For those unfamiliar, a rip current (a.k.a. ‘Riptide’) is when the wind and waves push water...
View ArticleThe Challenger Sale & Sainthood
“Preach the Gospel at all times, and when necessary, use words.” These are the words ascribed to St. Francis of Assisi when addressing the Franciscans in his Rule of 1221 on how they should practice...
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