Over the past few years, many business organizations have evolved their selling approach by moving from a “Consultative Selling” approach to “Challenger Selling” approach. A Challenger-type sales person is supposed to deeply understand and “challenge” the customer’s business approach by presenting solutions that customers don’t know they need yet.
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Our Subject Matter Expert (SME) was ten minutes early to our interview and sat quietly outside our room until exactly 2PM. Of the 15 interviews we conducted as part of the design of a new state-of-the-art Senior Manager Development program, he was the only person who was early. He came in, exchanged pleasantries, and sat confidently with a presence in the comfortable chair. Although his face showed signs of some weathering, and his beard was more grey than dark, there was a young, energetic gleam in his eyes.
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“If you don’t know where you are going, any road will get you there…”
In the game-changing business strategy book The Discipline of Market Leaders, Michael Tracey and Fred Wiersema present the concept that the best business organizations in the world choose one of three value propositions to their customers and execute it flawlessly in order to successfully compete in their market / industry.
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Many times during Advantexe’s business acumen and business leadership talent development engagements, we have the chance to sit down and talk with business leaders about key issues and challenges they see in their world of business. These conversations are usually over dinner after a solid day of training when we have the chance to talk and engage in a deep and open dialogue about what we saw during the training day and how our observations relate back to the business world.
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