The Challenger sales model and methodology is built around a sales process that focuses on teaching, tailoring and taking control of a sales experience. So, is the Challenger sales methodology the answer to these new buying behaviors?

If they reach out to a sales rep, they are most interested in their purchase experience and the answer to ‘why’ they should buy, rather than ‘what’ they should buy. Yet, rather than feeling confident in their purchase path forward, buyers are becoming overwhelmed by the seemingly endless good choices and need help making a decision.

Because of this power, most prospects already know what's out there. Buyers are inundated with and have access to high-quality information readily available on the internet. The prospects aren’t as interested in being told about the product features and benefits, as they already know about them from their own research. It’s in this environment where the Challenger sales model shines. This tells us that prospects are coming into a selling environment with preconceived ideas about what features they want and how much they’re willing to pay. Instead, they’re spending 27% of their time researching independently online. Gartner’s research found that when considering a purchase, B2B buyers only spend 17% of their time meeting with potential suppliers. Research from Gartner highlights a growing trend in the customer buying journey. What does “The Challenger Sale” say about customer conversations?

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