What Nicolas Cage Can Teach Us About the Challenger Sale
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Way back when—amid another weird economic downturn—a couple of smart people did some research around sales teams and characteristics of top sales performers. That research led to the Challenger profile and The Challenger Sale book.
I’ve since worked with multiple sales teams who adopted the Challenger Sale approach, many with great success.
(If you’re curious check out this summary post from Pipedrive. If you’re super curious, check out the book [and its companions].)
I’m not here to give you a summary. But I am here to talk about continued challenges of applying the Challenger approach well.
Easy-to-Remember Approaches Often Turn Into Formulas
The Challenger Sale has been around long enough that some people treat it like a formula. And, let’s be real, it was designed to sound formulaic: