The Challenger Model and Sales Enablement – Better Together

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DSC_0025“We know that a key component of effective Challenger selling is process discipline, and the Sales Enablement platform, well, enables a big portion of the required discipline. It plays a strong role in finding the right stakeholder in the customer organization, helps engage them with disruptive insight, and equips them to effectively challenge their own organization.”

We agree with HighSpot – and on top of finding the right stakeholder in the customer organization, we believe in finding¬†all the stakeholders that are involved in the purchase decision. As much as we want to think that purchasing decisions are solely decided top-down, CEB’s results revealed that this isn’t the case; what the top decision makers care about the most is making sure they’re choosing a solution that the rest of their team believes in – the result? Multiple decision makers.

Read the full article from HighSpot here.

About the Author

Garin Hess

Garin Hess

Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of CONSENSUS, an interactive demo automation software company that helps sales organization scale the pre-sales function. Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family. For Garin, nothing else beats a lazy morning cooking breakfast for his wife and three kids or trying hard to keep up with his son on the tennis court.