Blog

by David DiStefano
on October 19, 2015

The Challenger Sale Explained [VIDEO]

It’s CEB time! I’m off to Las Vegas for the CEB Sales and Marketing Summit, Corporate Executive Board’s annual gathering of 1,000 senior sales and marketing executives from large enterprises. It’s a world-class event with a blue-chip attendee roster and excellent speakers from CEB and other organizations.

In case you’re not familiar with CEB, it’s the research, training, and technology company behind the business bestseller The Challenger Sale (and, more recently, the follow-up The Challenger Customer.)

What is the Challenger Sale? People sometimes refer to it as a sales methodology, but that’s not really accurate. Challenger isn’t a prescriptive process or recipe for getting to close. It’s more like an attitude, disposition, or posture which can be implemented through different sales methodologies. Want to know more? Watch my short video!