They need to bring solutions to the customer and literally challenge them to broaden their horizons in order to grow their business. Thus, sales reps needed different tactics in order to be successful in the new world.
![the challenger sale ceb the challenger sale ceb](https://www.journalofsalestransformation.com/wp-content/uploads/the-challenger-sale-book.png)
They know so much that they sometimes do not engage a rep until it’s time to get some bids. The customer is now equipped with more information to make decisions than ever before due to the wealth of information they can find on the Internet or on social media.
![the challenger sale ceb the challenger sale ceb](http://www.2040-parts.com/_content/items/images/7/182807/002.jpg)
![the challenger sale ceb the challenger sale ceb](https://docplayer.net/docs-images/47/21063172/images/page_12.jpg)
One of the missions of the IES is to bring sales thought leaders to sales leaders. This blog originally appeared on the IES website here. In July, the IES brought CEB Principal Executive Advisor Brent Adamson, co-author of The Challenger Sale and its sequel The Challenger Customer to our stage to discuss the latest developments from their research.
THE CHALLENGER SALE CEB HOW TO
There are four topics that come up time and time again at IES programs, workshops, and networking events for sales professionals: How to be more effective with 1) prospecting, 2) LinkedIn, 3) referral generation and 4) the Challenger Sale.