{"id":19705,"date":"2023-12-22T16:28:10","date_gmt":"2023-12-22T10:58:10","guid":{"rendered":"https:\/\/kylas.io\/?p=19705"},"modified":"2024-06-26T12:31:27","modified_gmt":"2024-06-26T07:01:27","slug":"blog-challenger-sales-methodology","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/blog\/challenger-sales-methodology","title":{"rendered":"What Is Challenger Sales Methodology? All You Need to Know!"},"content":{"rendered":"\n<p>Professionals and experts have created unique methods to make their work more efficient and drive better results. Some leading examples include SPIN Selling, <a href=\"https:\/\/kylas.io\/blog\/snap-selling-boost-closure-rates\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">SNAP Selling<\/mark><\/span><\/a>, and <a href=\"https:\/\/kylas.io\/blog\/target-account-selling-growing-business\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">Target Account Selling<\/mark><\/span><\/a>. Another such revolutionary method was introduced by two sales leaders, Matthew Dixon, and Brent Adamson, in their book titled \u2018<a href=\"https:\/\/www.amazon.com\/Challenger-Sale-Control-Customer-Conversation\/dp\/1591844355\/ref=sr_1_1?ie=UTF8&amp;qid=1538153826&amp;sr=8-1&amp;keywords=The+Challenger+Sale%2C+Taking+Control+of+the+Customer+Conversation\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">The Challenger Sale<\/mark><\/span><\/a>\u2019.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>They proposed that this model is more effective than the traditional approach of building relationships with customers. According to Dixon and Adamson, the old way may not work well for large and complex B2B solutions. Instead, the Challenger Sale empowers <a href=\"https:\/\/kylas.io\/sales-techniques\/how-to-improve-sales-reps-performance\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales reps<\/mark><\/span><\/a>, giving them control over the sales process and the freedom to influence their prospects and customers&#8217; decisions.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>We\u2019re here to help you understand the nuances of this approach and what sets it apart from other sales methodologies, and eventually decide whether it is a good fit for your team!&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Table of Contents<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-understanding-the-challenger-sales-model\">1. Understanding the Challenger Sales Model&nbsp;<\/a><ul class=\"ht_toc_child_list\"><\/ul><\/li><li class=\"\"><a href=\"#htoc-what-are-the-phases-of-the-challenger-sales-model\">2. What are the Phases of the Challenger Sales Model?&nbsp;<\/a><ul class=\"ht_toc_child_list\"><\/ul><\/li><li class=\"\"><a href=\"#htoc-how-to-train-every-salesperson-to-be-a-challenger\">3. How to Train Every Salesperson to be a Challenger?&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-ending-note\">4. Ending note&nbsp;<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-understanding-the-challenger-sales-model\">1. <strong>Understanding the Challenger Sales Model<\/strong>&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The foundation of this model is a study on attitudes and behaviors of <a href=\"https:\/\/kylas.io\/sales-techniques\/10-key-sales-activities\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">salespersons<\/mark><\/span><\/a>, that led to the identification of five primary types of sales reps. Knowing these profiles in the Challenger Sales approach can assist businesses in assigning suitable roles to their sales representatives and providing them with the right training and resources. Hence, let us now explore these categories:&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Understanding-the-Challenger-Sales-Model-1.jpg\" alt=\"Understanding the Challenger Sales Model\" class=\"wp-image-20115\" title=\"Understanding the Challenger Sales Model\u00a0\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Understanding-the-Challenger-Sales-Model-1.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Understanding-the-Challenger-Sales-Model-1-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Understanding-the-Challenger-Sales-Model-1-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Understanding-the-Challenger-Sales-Model-1-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The Challenger Sales model is a method that guides sales reps to teach, customize, and take charge of their customer&#8217;s buying experience. Instead of just selling products or services, this approach trains reps to understand their <a href=\"https:\/\/kylas.io\/business-growth\/customers-pain-points\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">prospects&#8217; pain points<\/mark><\/span><\/a>, interests, and goals. They use this information to educate prospects about their challenges, tailor their communications, and lead the sales process. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>It instructs sales reps to imitate the strategies and tactics used by high-performing sales reps, the \u2018challengers\u2019, to secure successful sales deals.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>In simpler terms, the method helps reps identify their prospect&#8217;s business issues or opportunities. They approach prospects by highlighting these problems, educating them, and sparking interest in finding solutions. By demonstrating how these issues impact their business and showing how their product or service can solve them, reps increase their chances of success.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><a href=\"https:\/\/www.janek.com\/blog\/why-sales-professionals-should-challenge-the-status-quo\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">Research supports<\/mark><\/span><\/a> this approach, indicating that challenging customers&#8217; beliefs, disrupting their thinking, and offering new insights can effectively boost sales results.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-why-the-challenger-sales-model-works\" style=\"font-size:22px\">1.1. <strong>Why the Challenger Sales Model Works?<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This model is about getting all your sales reps to act like your best ones. Sales leaders would love to have more reps who perform as well as their top ones, and the Challenger Sales methodology is a step in that direction.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-the-Challenger-Sales-Model-Works-.jpg\" alt=\"Why the Challenger Sales Model Works?\" class=\"wp-image-20110\" title=\"Why the Challenger Sales Model Works?\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-the-Challenger-Sales-Model-Works-.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-the-Challenger-Sales-Model-Works--300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-the-Challenger-Sales-Model-Works--768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-the-Challenger-Sales-Model-Works--150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>It works successfully because it is well-aligned with today&#8217;s tough market, where it&#8217;s hard to stand out. The best salespeople excel in this challenging environment because they know how to navigate it. One of the most challenging aspects they must face is the highly informed and aware buyers who have every bit of information at their fingertips. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Salespeople today don&#8217;t only handle straightforward inquiries from customers. Instead, they interact with customers who are well-informed about their preferences and needs. In fact, buyers are <a href=\"https:\/\/www.callboxinc.com\/growth-hacking\/b2b-buying-process-changed-heres-not-get-left-behind\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">57% into the purchase decision<\/mark><\/span><\/a> before even talking to a seller. Hence they think they know everything about the product. But the salesperson\u2019s job here is to shake things up and show them they\u2019re not quite as well informed.&nbsp;&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Your top reps are great at doing so. While average reps focus on standard topics like problems and features, <a href=\"https:\/\/kylas.io\/business-growth\/create-high-performing-small-business-sales-team\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">high-performing salesmen<\/mark><\/span><\/a> take a different approach. If buyers are on a certain path, they show them they&#8217;re actually in a maze without a map. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>By introducing new insights, they position themselves as experts, making buyers more open to learning about problems and solutions. This helps showcase the product as a good resolution for the roadblocks faced by the prospect, which makes the challenger sales approach effective.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-what-the-sales-challenger-model-gets-right-amp-wrong\" style=\"font-size:22px\">1.2. <strong>What are the Pros and Cons of the Sales Challenger Model?<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Just like any other sales methodology, the Challenger Sales process has its pros and cons. It&#8217;s crucial to grasp these aspects to make the most of the method and address any challenges that might come up.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-the-Sales-Challenger-Model-Gets-Right-Wrong.jpg\" alt=\"What are the Pros and Cons of the Sales Challenger Model?\" class=\"wp-image-20116\" title=\"What the Sales Challenger Model Gets Right &amp; Wrong?\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-the-Sales-Challenger-Model-Gets-Right-Wrong.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-the-Sales-Challenger-Model-Gets-Right-Wrong-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-the-Sales-Challenger-Model-Gets-Right-Wrong-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-the-Sales-Challenger-Model-Gets-Right-Wrong-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-the-pros\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">1.1.1. The Pros\u00a0<\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83d\udc49It empowers sales reps to surpass the usual sales methods and enhance their value by educating customers with new insights about their business. This not only strengthens credibility but also establishes the sales rep as a trusted advisor.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83d\udc49It advocates for a consultative sales approach, emphasizing the importance of grasping the customer&#8217;s business, recognizing their challenges, and presenting customized solutions. This results in more meaningful and productive sales discussions.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83d\udc49It works especially well in intricate sales scenarios, where the salesperson must question the customer&#8217;s assumptions and provide a distinctive viewpoint. This enables the salesman to guide the sales discussion and direct it toward showcasing the value of the product or service.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-the-cons\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">1.1.1. The Cons\u00a0<\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83d\udc49While the challenger sales model is suitable for intricate sales, it may not be suitable for all sales situations. For example, the challenger sales model might not be the best choice in scenarios that demand a gentler, more relationship-focused approach.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83d\udc49Salespersons need thorough training and development to successfully adopt this method. This learning process is time-consuming and demands dedication from both the sales representatives and the organization.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83d\udc49It demands a change in perspective, moving away from conventional selling to a more consultative approach. This can pose a challenge for sales reps accustomed to a more transactional sales style.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83d\udc49Salespersons find it difficult to strike the right balance between challenging and offending customers. They might misinterpret the importance of being assertive with customers. The idea is not to be outright disrespectful to the prospect. Instead, you must aim to make your content or insights thought-provoking.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-what-are-the-phases-of-the-challenger-sales-model\">2. <strong>What are the Phases of the Challenger Sales Model?<\/strong>&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/12\/Phases-of-the-Challenger-Sales-Model.jpg\" alt=\"What Are the Phases of the Challenger Sales Model?\u00a0\" class=\"wp-image-19717\" title=\"What Are the Phases of the Challenger Sales Model?\u00a0\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/12\/Phases-of-the-Challenger-Sales-Model.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/12\/Phases-of-the-Challenger-Sales-Model-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/12\/Phases-of-the-Challenger-Sales-Model-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/12\/Phases-of-the-Challenger-Sales-Model-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The challenger sales model goes beyond being a <a href=\"https:\/\/kylas.io\/sales-strategy\/sales-strategy-plan\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales strategy<\/mark><\/span><\/a>; it represents a shift in perspective that can transform your sales process. To fully unlock its potential, it&#8217;s crucial to adopt a systematic and phased approach.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-the-warmer\" style=\"font-size:22px\">2.1. The Warmer&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The primary phase involves demonstrating to the prospect that you understand their challenges and pain points. Other sales approaches typically start with building rapport and relationships, but the Challenger sales model has a salesman delving into the prospect&#8217;s needs and issues right from the start.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/The-Warmer.jpg\" alt=\"The Warmer\" class=\"wp-image-20099\" title=\"The Warmer\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Warmer.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Warmer-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Warmer-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Warmer-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This establishes credibility because the prospect realizes you&#8217;re genuinely interested in them and their challenges, rather than just trying to sell a product. During this stage, one shouldn&#8217;t bring up the product at all; the emphasis should solely be on researching and comprehending the prospect&#8217;s needs.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-the-reframe\" style=\"font-size:22px\">2.2. The Reframe&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>After discovering a pain point during the warm-up phase, a challenger salesman should explore why this problem exists and turn it into a chance for growth. As you look deeper into the prospect&#8217;s issue, you can gently challenge the prospect&#8217;s current ideas for solving the problem and guide them to consider fresh perspectives they hadn&#8217;t thought of before.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/The-Reframe.jpg\" alt=\"The Reframe\" class=\"wp-image-20100\" title=\"The Reframe\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Reframe.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Reframe-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Reframe-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Reframe-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>By the end of this phase, the prospect realizes their current way of solving the problem won&#8217;t work. You can then shift the conversation toward new and improved solutions. This step requires you to display confidence and come across as being sure of yourself. Also, it&#8217;s essential to remember that, once again, your product or service isn&#8217;t talked about during this phase. Instead, the focus is on introducing the prospect to new ways of solving their problem.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-rational-drowning\" style=\"font-size:22px\">2.3. Rational Drowning&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This phase builds on the conversation reframing that you\u2019ve done earlier. By now, the prospect should be open to new ideas, and you should know the details of the prospect&#8217;s problems and needs. Next, you show the prospect data with numbers that explain the cost of not fixing their problem.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/Rational-Drowning.jpg\" alt=\"Rational Drowning\" class=\"wp-image-20101\" title=\"Rational Drowning\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Rational-Drowning.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Rational-Drowning-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Rational-Drowning-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Rational-Drowning-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>These numbers should make them feel a bit uneasy, and you create a strong business case for choosing a solution instead of keeping things the same. While other methods have reps talk about the good things your product does, the Challenger sales strategy says that just knowing the benefits isn&#8217;t enough to change a business&#8217;s usual way of doing things. Showing the real facts about making a change is more impactful.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-4-emotional-impact\" style=\"font-size:22px\">2.4. Emotional Impact&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The next phase involves creating an emotional connection with the prospect. Even though today&#8217;s B2B sales rely a lot on data, emotions still play a big role in how buyers make decisions. So, it&#8217;s crucial not to forget that. In this step, a salesperson should tell stories about other customers who had similar problems solved by this new solution. This helps the prospect connect with these success stories and imagine themselves in the same situation, feeling positive about the new solution.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/Emotional-Impact.jpg\" alt=\"Emotional Impact\" class=\"wp-image-20102\" title=\"Emotional Impact\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Emotional-Impact.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Emotional-Impact-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Emotional-Impact-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Emotional-Impact-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This reinforces the changes in thinking and the numbers discussed earlier. Now, the prospect knows there are other ways to tackle their original plan, and they understand there&#8217;s a strong business case &#8211; supported by data &#8211; for choosing this new approach suggested by the challenger rep. When you add relatable stories from case studies, it becomes hard for the prospect to see any benefit in sticking to their old ways, thereby motivating them to <a href=\"https:\/\/kylas.io\/sales-techniques\/sales-promotion-techniques\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">close the deal<\/mark><\/span><\/a>.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-5-the-new-way\" style=\"font-size:22px\">2.5. The New Way&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Now, with the prospect ready to accept the new approach that you\u2019ve been suggesting, it&#8217;s time to move the deal forward. This step entails teaching the prospect about this fresh solution and how it works in real life\u2014still without talking about your product or service directly. The goal is to show the prospect that there&#8217;s a simple solution to the problem they mentioned earlier.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/The-New-Way.jpg\" alt=\"The New Way\" class=\"wp-image-20103\" title=\"The New Way\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-New-Way.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-New-Way-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-New-Way-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-New-Way-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Here, you can use your product&#8217;s value proposition to highlight the positive future the prospect can have by solving their problem. You should also talk about what the prospect needs to change in their processes and behaviors to actually solve their pain point.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-6-the-solution\" style=\"font-size:22px\">2.6. The Solution&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>By this point, the prospect should be sure they want a solution to their problem, and they want it to work like the product you\u2019ve described for them. Now, all that&#8217;s left is to showcase your product as the ideal fit for their requirements and nudge them towards a closure.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/The-Solution.jpg\" alt=\"The Solution\u00a0\" class=\"wp-image-20104\" title=\"The Solution\u00a0\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Solution.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Solution-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Solution-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/The-Solution-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The next step should almost happen on its own because the prospect will naturally be interested in a demo or getting more information. A successful challenger process should end here, with an informed rep presenting their solution to a prospect whose mind is open to exploring new ways to solve a big problem in their organization.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-how-to-train-every-salesperson-to-be-a-challenger\">3. <strong>How to Train Every Salesperson to be a Challenger?<\/strong>&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>We&#8217;ve seen that the Challenger sales method works well. However, &#8220;challenger&#8221; reps are just one type out of five. Challengers are often the best performers, so copying their methods and adopting their mindset can be tough.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Train-Every-Salesperson-to-Be-a-Challenger.jpg\" alt=\"How to Train Every Salesperson to Be a Challenger?\" class=\"wp-image-20105\" title=\"How to Train Every Salesperson to Be a Challenger?\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Train-Every-Salesperson-to-Be-a-Challenger.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Train-Every-Salesperson-to-Be-a-Challenger-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Train-Every-Salesperson-to-Be-a-Challenger-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Train-Every-Salesperson-to-Be-a-Challenger-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Sales leaders trying to implement this model might find it hard for the other types of salespersons to switch their style and take up the challenger approach. Here are some tricks that can be used for every distinct type of salesman:&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83c\udf1fThe <strong>Hard Workers<\/strong> are happy to receive feedback, so with regular coaching, they are likely to learn the approach. Don&#8217;t leave them to figure it out for themselves because they appreciate hearing from you about their progress.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83c\udf1fFor <strong>Relationship Builders<\/strong>, emphasize that not focusing on building relationships doesn&#8217;t mean rushing a deal or being blunt. Instead, it&#8217;s a way to guide the customer conversation and direct the deal. Also, ensure they are at ease discussing budgets and data, not just the emotional side.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83c\udf1f<strong>Lone Wolves<\/strong> are usually top performers, so you don&#8217;t have to be too pushy introducing them to the method. Provide a one-page summary and let them learn on their own. Encourage, but don&#8217;t force, communication with their peers for knowledge-sharing.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\ud83c\udf1f<strong>Problem Solvers<\/strong> already possess some challenging behavior to an extent. Guide them to finding unique solutions instead of the obvious, and they&#8217;ll make good progress. Enhance their problem-solving skills by adding an excellent, specific pitch to their skills.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-ending-note\">4. <strong>Ending note<\/strong>&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>In a nutshell, the Challenger Sales method is a game-changer, urging sales reps to educate, disrupt, and lead conversations. It&#8217;s about more than products; it&#8217;s a shift in approach. By challenging assumptions and providing valuable insights, reps build trust and create lasting connections. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>In this method, every interaction is an opportunity to redefine the sales landscape. So, equip your team with the Challenger mindset, redefine your approach, and boost your revenue and profitability.&nbsp;&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Professionals and experts have created unique methods to make their work more efficient and drive better results. Some leading examples include SPIN Selling, SNAP Selling, and Target Account Selling. Another such revolutionary method was introduced by two sales leaders, Matthew Dixon, and Brent Adamson, in their book titled \u2018The Challenger Sale\u2019.&nbsp;&nbsp; They proposed that this &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/blog\/challenger-sales-methodology\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;What Is Challenger Sales Methodology? All You Need to Know!&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":19714,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[36],"tags":[304,509,510],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2023\/12\/What-Is-Challenger-Sales-Methodology_-All-You-Need-to-Know.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Unlocking the Power of Challenger Sales Methodology: Guide 2024<\/title>\n<meta name=\"description\" content=\"Challenger sales methodology guides sales reps to teach, customize, and take charge of their customer&#039;s buying experience. Read more here.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/kylas.io\/en\/blog\/challenger-sales-methodology\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Unlocking the Power of Challenger Sales Methodology: Guide 2024\" \/>\n<meta property=\"og:description\" content=\"Challenger sales methodology guides sales reps to teach, customize, and take charge of their customer&#039;s buying experience. 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All You Need to Know!"}]},{"@type":"WebSite","@id":"https:\/\/kylas.io\/en\/#website","url":"https:\/\/kylas.io\/en\/","name":"Kylas Growth Engine | Sales CRM Software for Small businesses","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/kylas.io\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/kylas.io\/en\/#\/schema\/person\/58914992bfe5c67716dfe2e8863250a3","name":"Shagun Sharma","description":"Shagun is a content marketer at Kylas, extremely well-versed in all things Marketing. She works closely with the sales team to create best-in-class content for our readers. Her experience combined with her thorough research skills makes all her blogs very in-depth and insightful. 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