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It’s not just about relationships when it comes to success in sales. As it turns out, the highest performing salespeople have the personality of a Challenger™. What does this mean? According to CEB, Challengers™ win at sales because they force their customers to think outside their norms, push for creative solutions to pain points, and even highlight problems that their customers miss.

Here are three ways to turn yourself into a Challenger™ at your company:

1. Teach for differentiation

Information is currency to the Challenger™. Social media can provide unique perspectives into industry sentiment, market drivers, and the competitive landscape that can be easily shared with customers. Leverage your company’s social network to connect with experts. This will give you access to specific, valuable insights and advice that can be used to win deals.

2. Tailor the message

Monitor social feeds from sources like Twitter, Facebook, and LinkedIn to get better insight into customer and prospect thoughts and preferences. You can then impress customers with an in-depth understanding of their business and industry. Connect with your prospect by sharing relevant experience you or your company has in the form of winning strategies, content, and customer success stories.

3. Control the conversation

Stay connected to conversations colleagues are having with customers to ensure they are driving towards a common goal. Take the time to engage and collaborate with customers, but don’t just rely on email, calls, and occasional visits. Social channels help create a high-touch, two-way environment, and can drive the conversation to a successful close.

Join the co-authors of The Challenger Sale live — Brent Adamson, CEB Managing Director, and Matt Dixon, CEB Executive Director —  at the CEB Sales Summit for a day of thought-provoking discussions on critical topics shaping B2B sales today. Click here for more info.

To hear much more on how you can become a Challenger™, download the free ebook Do You Fit the Profile that Wins More Sales?

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