Sales
The Challenger Sales Play: A Proactive Game Plan for Tough Markets
Most sales teams wait for the economy to “settle down” before they change how they sell. By then, it is usually too late. If you
28 December 2022
Most sales teams wait for the economy to “settle down” before they change how they sell. By then, it is usually too late. If you
Take some time to understand the market you operate in, what your prospects are looking from you, tailor your sales process to reflect that, and you are well on your way to creating more valuable sales conversations for your prospects and increasing business for your own organisation.
Economic shocks come in different forms; geopolitical crises, inflation spikes, supply chain disruption, shifting demand. The common thread is simple: buyers get cautious, budgets get
Christmas is often the only time of year when busy sales leaders and professionals can genuinely step back, exhale, and think. Between airport queues, quiet
Nearly every sales meeting talks about “adding value” for customers. Far fewer explain how to do it in practice. Ask your team to define “creating
“Cold calling is dead” gets repeated a lot. The data says otherwise. Across multiple studies, buyers still take calls, senior decision-makers still prefer the phone,
Most sales teams lose more revenue through quiet, forgotten opportunities than through outright “no” decisions. Deals do not always die in a competitive showdown, they
New year, new sales targets. Yet many sales teams reuse last year’s number, add a percentage, and hope that effort will somehow catch up. The
Sales prospecting that fills your pipeline, improves close rates, and gives your sales team a predictable flow of qualified opportunities. Book a consultation.
Most sales teams underperform not because of skill gaps, but because leaders are unclear about what truly matters. When communicating with your sales team is