![]() ![]() This is a surprising claim as they state Salespeople Which, paradoxically, they claim contradict The Challenger Sale Model. “ Educate with new ideas and perspectives”Ĭompared with ‘losers’ who have this as their 42nd from the top, or bottom Rank! With this combination of two fatal flaws in their basic research approach, no credibility can be attached to their conclusions RAIN Group highlight the Winner/Loser flaw by showing what they top rank in ‘ winners’ ![]() Wallace, CPT, performance-based Instructional Analyst Architect - Since 1979 and Consultant - Since 1982 To see what truly ‘differentiates’ the true Masters.” To Moderately Successful Performers, yes. “ And to not waste any time comparing Exemplar Performers (what I call Master Performers) to However, the ‘flaw’ of using this approach was widely known since the early 1980’s. Rackham and (Dick) Ruff published this flaw in their book ‘Managing Major Sales’ in 1991. The second Paradox is using a Comparison of ‘ winners’ to ‘ losers’. The perceptions of what Buyers ‘believe’ Sellers DO will actually tend to be quite different from what Sellers actually ‘DO’! We are helped in this by having a body of research of 35,000 sales calls, carried out in 23 Countries, over a period of 12 years! This applies equally to both Sellers AND Buyers. Unfortunately, people’s perceptions of what they doĪnd what they actually do tend to be quite different. Our objective was to find the answer to the following question: What are the winners of actual sales opportunities doing differently than the sellers who come in second place? ” Their “ research” ignores the very flaw which THEY highlight earlier! Our research looks at sales from the buyers’ perspective. Unfortunately, people’s perceptions of what they do and what they actually do tend to be quite different. “Sales research methods often focus on asking sellers, sales managers, and leaders what the top performers do versus average performers. Paradoxically they ignore their own advice: It is based on a survey of “Buyers” talking about “Sellers”. Purports to ‘Challenge’ The Challenger Sale. ![]()
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