The World's Best Book Summaries
What is the cycle of trigger, action, reward, investment? How do these 4 steps interact? Trigger, action, reward, and investment are the four steps of the Hooked model. They flow into one another and repeat for a cycle of habits. Read more about the cycle of trigger, action, reward, investment and how it works.
How do disruptive projects handle unknown markets? Is it possible to prepare for something you have no information on? Disruptive projects are often uncharted territory. They are disruptive precisely because they are new and not what consumers are used to. Read more about how disruptive projects can manage the lack of information.
What is the Hooked investment strategy? What is the relationship between investment and perceived value? In Hooked, investment increases perceived value. When a user invests in a product, they are less likely to move to a different product. Read more about Hooked, investment, and perceived value.
What are consumer habits? How can consumer habits inform product design? Consumer habits are what shape the way customers need, want, and use products. Ideally, your products are integrated into the habits of your customers. Read more about consumer habits and their importance.
Are you a sales manager looking to add Challenger Sellers to your team? What are the best sales hiring questions to find Challenger Sellers? These sales hiring questions from The Challenger Sale can help you weed out the top-tier candidates in your pool, and identify current or potential Challenger Sellers. Setting your reps up for success starts with the hiring process. These sales hiring questions can help.
Are you looking to improve your sales skills? What are some Challenger Sale training exercises? How can they help? These Challenger Sale training exercises help you identify your abilities and work on building you Challenger Sale skill set. You can use these Challenger Sale training exercises to practice your selling.
What is message tailoring in sales? How can it help you become a better sales rep? Message tailoring in sales is when you make your pitch or message specific to to buyer you’re talking to. Message tailoring is an important Challenger Sales skill, since it allows you to directly address the customer’s concerns and needs.
What are prompting questions in sales? Can prompting questions help drive innovation? Prompting questions are types of questions designed to inspire personal responses from the buyer. Prompting questions can help you discover a customer’s needs while making a sale, or can serve as a tool for you to figure out what’s working or not working in your sales strategy. Prompting questions are a useful and versatile tool. Here’s how they work.
Do you want to know how to be a great sales manager? What are some strategies you can use? The challenger selling system can help you learn how to be a great sales manager. But in order for you to implement challenger selling, and ensure your reps have support, there are a few things to keep in mind. In order to learn how to be a great sales manager, you need to know how to be a good leader.
Why are some sales reps successful, and some aren’t? Business advisory firm CEB Research might have the answer. CEB Research dug into the reasons why some salespeople had consistently high quality performances. CEB Research found that out of many factors, a major one was the type of seller and sales strategy. CEB research called these salespeople “Challengers” and set out to explain the Challenger Sale Model, and how all reps could learn to be challengers, too.