Highspot Blog

Sales Enablement for Challenger Selling

Strength and flexibility are hallmarks of best-in-class salespeople and sales technology.  They are also at the core of what makes Challenger Selling™ so impactful.  Today we’ll highlight how sales enablement is helping companies optimize their Challenger™ sales model and deliver superior results for their customers. 

The Challenger Sale has upgraded solution selling by showing salespeople how to take greater control over conversations and demolish their quota.  It has also transformed the ways sales teams leverage content to guide prospects through each phase of the buyer’s journey.  By helping companies better organize, find, customize, share, and analyze their sales content, modern sales enablement platforms are integral to making the most of Challenger selling.

The Challenger model requires sales reps to take an informed position on what’s best for their prospects and customers.  It demands insights on key business opportunities and the ability to support perspectives with real-world data.  The more prepared and proactive a salesperson can be, the better they can execute with a Challenger approach.  Sales enablement, in its ability to help reps more effectively engage target audiences with the right content at the right time, has become a secret weapon among Challenger sellers.     

For those who may not be acquainted with The Challenger Sale: Taking Control of the Customer Conversation1, we highly recommend picking up a copy.  For those who’ve read (and if you’re like me, thoroughly highlighted) the book, you’ll likely recognize the following three Challenger skills.  Leading sales enablement platforms help companies improve the performance of each.  

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Challenger Selling, in conjunction with sales enablement, equips sales and marketing teams to deliver more revenue in less time while increasing the return on their content investments.  It’s a combination that helps strengthen competitive positioning throughout the sales cycle and provides reps with the flexibility they need to steer engagements in the best possible direction.  The sooner sales teams commit to improving both, the faster they’ll reap the rewards.

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1: Matthew Dixon and Brent Adamson, The Challenger Sale: Taking Control of the Customer Conversation (Penguin Group USA, November 2011)