Third base: You have a highly qualified opportunity.
Cliff notes the challenger sale series#
In Baseline Selling, Baseball is used as a metaphor-each of the 4 bases are a stage in a simple sales process Sales Process Sales Process is a series of strategic steps or a set of activities aimed at driving sales growth through the alignment of personnel, market insight, methodologies, relevant business units, and technology.:
It was created as an answer to the problem of salespeople resistance to adopting complex selling methodologies and cleverly taps into a subject many already know: baseball.
Cliff notes the challenger sale how to#
Selling-for Home Run Salesīaseline Selling was founded in 2005 by Dave Kurlan and is fully described in his book Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball. Examples include: commits to analysis, commits to seller demo, & states we are the preferred vendor.Baseline Baseline Baseline refers to a minimum level or starting point from which further measurements or comparisons can be made for analyses, forecasting, performance improvement or strategy formulation. These are expected actions the customer must take.
Like The Challenger Seller, I give this book 5 stars for the quality of the content. #2 Partner with and enable “Mobilizers” inside the buying organization to drive consensus around the problem, the solution, and vendor selection. #1 Challenge buyers by showing them their status quo is not good enough and is cutting into profit, wasting effort, and/or increasing risk.