Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/matt-dixon Session Overview It isn’t what you sell but how you sell it- the sales process- that gives the buying experience. Matt Dixon explains the different kind of buying in today’s world and how that relates to the biggest driver in customer loyalty. Matt then takes you through the five sales rep profiles found in a company and discusses how the Challenger sales rep is the most likely to win. Why? Find out how the Challenger sales rep profile successfully creates the right customer buying experience to win customer loyalty, and how to create a Challenger organization.

1. Ryan Bott @gosalesforce rbott@myinsidesales.com

2. Ryan Bott @gosalesforce rbott@myinsidesales.comRyan Bott @gosalesforce rbott@myinsidesales.com
WIN MORE
Applying the Challenger Sales Steps to Your
Inside Sales Presentation

3. Ryan Bott @gosalesforce rbott@myinsidesales.com
Who is Ryan?
• He scaled enterprise sales teams from 6 to 350 in 24 months
• Built a $40M run rate business selling to CIOs over the phone.
ASPs of $250k. 30 Inside Account Excecs/Lead Gen globally.
• Currently running 15% month over month during last year at
Gild. 15 Inside Account Execs. Low Churn, high MRR.
• Has only missed one quarter in 5 years (98%) with high growth
tech companies.

4. Ryan Bott @gosalesforce rbott@myinsidesales.com
is it YOU?
Appointment
set
5 min pre-
scramble
Weak
Introductions
You ask, “What
keeps you up at
night?”
Status Quo
Demo
30 second post-
scramble to
close

5. Ryan Bott @gosalesforce rbott@myinsidesales.com
iS it YOU?
Appointment set
5 min pre-scramble
Insincere
Introductions
“What keeps you up at
night?”
Demo
30 second post-
scramble to close
we say:
“They weren’t really looking to buy”
“They wanted x integration”
“Our competitor was 20% less”

6. Ryan Bott @gosalesforce rbott@myinsidesales.com
iS it YOU?
Appointment set
5 min pre-scramble
Insincere
Introductions
“What keeps you up at
night?”
Demo
30 second post-
scramble to close
they hear:
“LAME”
“WEAK”

7. Ryan Bott @gosalesforce rbott@myinsidesales.com
Nobody expects a perfect
product. What they do expect
is a perfect sales interaction,
and it’s up to you to step up
and deliver.

8. Ryan Bott @gosalesforce rbott@myinsidesales.com
PERSPECTIVE
What do they know
about you?*
-10% will visit your site
before the demo
-50% will visit during
the demo
-30% will visit after the
demo
93% of your listeners
have studied the space
and know what they
want
BUT have no idea why
you’re better.
*independent analysis of 500 companies, 2013

9. Ryan Bott @gosalesforce rbott@myinsidesales.com
it IS YOU?
Appointment
set
5 min pre-
scramble
Weak
Introductions
You ask, “What
keeps you up at
night?”
Status Quo
Demo
30 second post-
scramble to
close

10. Ryan Bott @gosalesforce rbott@myinsidesales.com
5 min
pre-call
Make Powerful
Introductions
Teach 3 things.
LISTEN. Reframe
Tell the Story and
let slides follow
Frame the pricing
discussion
Assign
the Close
Applying the CHALLENGER SALE to
the INSIDE

11. Ryan Bott @gosalesforce rbott@myinsidesales.com
Step 1:
Pre Call
“Before our call tomorrow I wanted to
make sure we make the most use of your
time… who will be on the call? …off the
record, who will be calling the
shots?...we won’t just jump in to a demo
until we talk about x, can you let (in
charge) know and ping me if that is a
problem?”
Backout:
“I apologize. It sounds like I have
miscommunicated and we should
schedule this for another time.”
Memorize EVERY name and voice
instantly
Take a note of something unique from
each person.
Come prepared with the pre-call data
and something unique from your
homework.
Step 2:
Powerful Intro

12. Ryan Bott @gosalesforce rbott@myinsidesales.com
Step 3:
Teach & LISTEN
“There are three things that are
changing (your customer’s) behavior”
(Draw those on your slideware)
“How are those impacting your
business?”
(write down what you hear them say)
“…successful companies have made
this one change and seen x results.”
“(name), I can’t solve these (cross out
items), but I can solve these (circle
their items). Is that enough?”
Step 4:
Reframe

13. Ryan Bott @gosalesforce rbott@myinsidesales.com
Step 5: Tell a Story
without slides
Start with how you are solving the problems you and they stated in
the reframe.
“It turns out that (problem) efficiently analyzing data is not that
easy…”
Show the result (the Who Slide) of how you came about at the end of
the problem.

14. Ryan Bott @gosalesforce rbott@myinsidesales.com

15. Ryan Bott @gosalesforce rbott@myinsidesales.com
Step 7: Assign
the Close
“Jason, can we have your business?”
“We have made some great
commitments that you’ll be moving
forward with us. John, who in this rom
will be getting approval on the
contract?”
“…This sounds like a pricing
discussion, do you want to have that
now?”
“The next part of this conversation is a
pricing discussion, is everyone in the
room that needs to be part of that?
Who else needs to be part of this and
when do you want to have it?”
Step 6: Frame the
Pricing Discussion

16. Ryan Bott @gosalesforce rbott@myinsidesales.com

17. Ryan Bott @gosalesforce rbott@myinsidesales.com
WHAT does it TAKE?
50 times5 times
500 times
of practice

18. Ryan Bott @gosalesforce rbott@myinsidesales.com
5 min pre-call
Make Powerful
Introductions
Teach 3 things.
LISTEN. Reframe
Tell the Story and
let slides follow
Frame the pricing
discussion
Assign
the Close
In SUMMARY