SPARK.ed | Challenger Sales for Startups & Small Business

For businesses looking to sell a new or complex product, a “Challenger Sales Approach” is most effective. Any time you are changing or disrupting the way an organization needs to do business, you challenge your buyer to not take industry conditions as a given. This can be uncomfortable for founders who often gravitate to a relationship-based approach. As a result, many entrepreneurial companies struggle with this.

This interactive session will explore the core principles of challenger sales – including:

• Change, risk, and how to deal with it.
• Leading potential buyers into using your buying criteria.
• Tailoring verbal and written communications to your customer’s needs.
• Controlling decision criteria, the buying process, and critical issues that will improve your win rate.

With a Challenger approach, you can eliminate many of the frustrations and wasted time associated with the sales process – and level the playing field with your buyer. Don’t miss this unique opportunity designed to help entrepreneurial founders and business owners succeed.

About the Presenter:
This SPARK.ed is hosted by Ann Arbor SPARK and led by Ted Dacko, a serial entrepreneur with decades of experience in B2B companies, engaging customers, and leading teams.