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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...

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Challengers: 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...

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Challenger 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...

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Constructive 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...

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Challenger 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...

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The 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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