sAssMan

Enterprise Account Executive

Force Management, Gap Selling, Challenger?

I personally don't see any value in selling within these specific methodologies. I can appreciate them being solid foundations for junior AEs to build off of...but I think they are a total waste and an absolute box-checker for management to implement.

What do you guys think?

Which sales methodology has been the most impactful for you?

Attached poll

*Voting in this poll no longer yields commission.

👑 Sales Strategy

19 comments

Sort by:

MrMotivation

Politicker

Sales

I think you kind of answered your own question in your commentary on the post. They are foundations to aid you in your future selling. I would even go as far as saying that apart of being a great salesperson is adapting your strategy to the buyer personality.

I have commented this before, but I use a sales methodology called Visualize. It leaves room for configuration based on buyer personality, but it's primary focus is aligning motivation with your prospect. Highly recommend checking it out if you have the time.

User1234567

Politicker

User1234567

Love this response

sAssMan

Fire Starter

-1

Enterprise Account Executive

Yeah, was not necessarily looking for an answer to the question I posed for my own knowledge but more so to get a feel for what other perspectives were.

Interesting point on Visualize. At what point in time do you think you have a good grasp on the buyers personality to be able to definitively determine what the best approach will be?

MrMotivation

Politicker

Sales

Gotcha. My bad! Misunderstanding on my part.

After one discovery call I can get a good grasp on if it would be beneficial to treat the process like challenger/sandler/etc. But that is kind of the point of Visualize. Aligning with their motivation.

I run some kind of discovery every time I am introduced to a new influencer in the deal. Whether it is a call lobbed directly to them before I am due to meet them on the calendar, or asking a few questions before a meeting has started. Figure out their Business issue and their personal issue related to the business issue.

And the only reason I say that it's beneficial to match sales methodology to the specific buyer is mainly because of Challenger. Challenger has worked for me in the past, but I feel like buyers are moving away from fitting the profile of what was presented in that book.

CadenceCombat

Tycoon

Account Executive

For me: Challenger + Sandler

sAssMan

Fire Starter

Enterprise Account Executive

Do you think both of those are effective in both commercial and enterprise selling?

CadenceCombat

Tycoon

Account Executive

I do but mileage may vary from person to person.

User1234567

Politicker

User1234567

I have not found the challenger helpful, can you explain how you use it

SalesPharaoh

Big Shot

Senior Account Executive

can someone share a solid link to look into this? Is that stuff you learn in school or on the job?

User1234567

Politicker

User1234567

would love that also

SDMHGWarrior

Tycoon

CEO

Solve the problem they didn't even know they had.

User1234567

Politicker

User1234567

yes

sillyseller

Valued Contributor

Sr. AE

I think it depends on a number of things:

- transactional or complex sale?
- competitive environment or first to market?
- large buying groups or 1-3 stakeholders?
- nice-to-have solution or must-have solution?

I find that most of these methodologies complement each other well and build off of one another. Depending on how you answer the questions above, some methodologies might be more appropriate than others.

Just my 2 cents!

User1234567

Politicker

User1234567

this is very helpful

User1234567

Politicker

User1234567

SPIN for me

Sketch

Good Citizen

Sales Enablement

I wish I had found Gap Selling earlier in my career. It has really changed how I think about selling and I can’t recommend it enough.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

sAssMan

Force Management, Gap Selling, Challenger?

Which sales methodology has been the most impactful for you?

19 comments

Related posts

Selling strategies

Selling at conventions

First time reading The Challenger Sale