The thing that really sets Challenger reps apart is their ability to teach customers something new and valuable about how to compete in their market.

“We’ve worked with a number of companies similar to yours, and we’ve found that these three challenges come up again and again as by far the most troubling.

“Why should our customers buy from us over anyone else?” That’s it. It’s disarmingly simple. But that one

Lead to your unique strengths.

know what your unique strengths are.

They place much greater value on reps’ teaching skills than on their discovery skills.

outperform the competition on price-to-value ratio.

Is that what you’re seeing too, or would you add something else to the list?”

that since they weren’t going to be participating in the bidding process, but valued the long-term working relationship they had, they would be happy to help them think through the construction of their RFP to ensure that they were requesting the right things out of their next supplier.