The Challenger Blueprint
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There are three critical elements needed to execute successfully – insight, enablement, talent. Activate each component for your organization, to ensure your Challenger™ transformation drives growth and customer loyalty. Companies that partnered with CEB to implement their Challenger Blueprint saw significant growth and results. Are your Sales and Marketing leadership teams committed to making the leap? Companies that align to implement Challenger have a clear strategic vision and execution plan. This foundation is critical for sustainable change and impact. EVALUATE CURRENT STATE & ASSESS NEEDS SET STRATEGY & DESIGN IMPLEMENTATION PLAN SECURE LEADERSHIP & CROSS FUNCTIONAL SUPPORT THESE KEY STEPS INCLUDE: CREATE YOUR COMPANY CASE FOR CHANGE Organizations with tightly-aligned Sales and Marketing had 36% higher customer retention rates and achieved 38% higher sales win rates. Cameron saw 28% year-over-year revenue growth after implementing a Challenger strategy. Xerox saw $65M in contract value attributed to Challenger in less than three months. Beta Pharmaceutical Company saw $150M revenue attributed to Challenger in 12 months. Only CEB has the research expertise and solution set to help you effectively plan and execute the Challenger strategy for your organization. Learn how to grow your business in today’s complex sales environment by influencing your customer’s buying process. Take action now. WWW.CEBGLOBAL.COM/CHALLENGER YOUR PLAN FOR SUCCESSFUL IMPLEMENTATION THE CHALLENGER TM Your biggest competition is NOT other companies — it’s your customers. Specifically it's the customers' ability to learn on their own, meaning they determine needs, and establish buying criteria and budgets before reaching out to suppliers. Despite this reality, a massive opportunity still exists to influence customer buying decisions in your favor. Commercial teams that implement the Challenger™ Blueprint bring new, valuable ideas to their customers. This allows them to shape customer buying processes. Otherwise, they risk losing market share, shrinking margins, and lower revenue by failing to effectively differentiate. Develop Commercial Insights & Challenger Messages Process and Tools Prepare Leaders to Coach and Drive Change Build Challenger Content Marketing Strategy Deploy Challenger Marketing Content Begin Building Challenger Selling Skills Align Demand Generation Systems to Challenger Strategy Reinforce Seller and Manager Skills for Continued Growth Embed Insight in the Sales Experience Equip Team for Ongoing Challenger Marketing Implementation TALENT ENABLEMENT INSIGHT Challenger sellers are 4.5x more likely to be high performers in a complex sales environment. SALES LEADS MARKETING LEADS Embed Challenger into Hiring for Sales & Marketing [email protected] +1-571-303-3804 (NA) +44-20-7632-6476 (EMEA) +65-6645-4239 (APAC) @CEB_Challenger Integrate Challenger into Sales Measure Impact and Improve
Transcript of The Challenger Blueprint
There are three critical elements needed to execute successfully – insight, enablement, talent. Activate each component for your organization, to ensure your Challenger™ transformation
drives growth and customer loyalty.
Companies that partnered with CEB to implement their Challenger Blueprint saw significant growth and results.
Are your Sales and Marketing leadership teams committed to making the leap? Companies that align to implement Challenger have a clear strategic vision and execution plan. This foundation is critical for
sustainable change and impact.
EVALUATE CURRENT STATE& ASSESS NEEDS
SET STRATEGY & DESIGNIMPLEMENTATION PLAN
SECURE LEADERSHIP &CROSS FUNCTIONAL SUPPORT
THESE KEY STEPS INCLUDE:
CREATE YOUR COMPANYCASE FOR CHANGE
Organizations with tightly-aligned Sales and
Marketing had 36% higher customer retention
rates and achieved 38% higher sales win rates.
Cameron saw 28% year-over-year
revenue growth after implementing a
Challenger strategy.
Xerox saw $65M in contract value
attributed to Challenger in less than
three months.
Beta Pharmaceutical Company saw
$150M revenue attributed to
Challenger in 12 months.
Only CEB has the research expertise and solution set to help you e�ectively plan and execute the Challenger strategy for your organization. Learn how to grow your business in today’s complex sales environment by influencing your
customer’s buying process. Take action now.
WWW.CEBGLOBAL.COM/CHALLENGER
YOUR PLAN FOR SUCCESSFUL IMPLEMENTATION
THE CHALLENGERTM
Your biggest competition is NOT other companies — it’s your customers. Specifically it's the customers' ability to learn on their own, meaning they determine needs,
and establish buying criteria and budgets before reaching out to suppliers.
Despite this reality, a massive opportunity still exists to influence customer buying decisions in your favor.
Commercial teams that implement the Challenger™ Blueprint bring new, valuable ideas to their customers. This allows them to shape customer buying processes. Otherwise, they risk losing market share, shrinking
margins, and lower revenue by failing to e�ectively di�erentiate.
Develop Commercial Insights& Challenger Messages Process and Tools
Prepare Leaders to Coachand Drive Change
Build Challenger ContentMarketing Strategy
Deploy ChallengerMarketing Content
Begin Building ChallengerSelling Skills
Align Demand GenerationSystems to Challenger Strategy
Reinforce Seller and ManagerSkills for Continued Growth
Embed Insight in theSales Experience
Equip Team for OngoingChallenger Marketing Implementation
TALENTENABLEMENTINSIGHT
Challenger sellers are 4.5x more likely to be
high performers in a complex sales environment.
SALES LEADS MARKETING LEADS
Embed Challenger into Hiringfor Sales & Marketing
+1-571-303-3804 (NA) +44-20-7632-6476 (EMEA) +65-6645-4239 (APAC)
@CEB_Challenger
Integrate Challenger into Sales
Measure Impact and Improve
