Ryan launched into a presentation that showed how the retailer was leaving money on the table by not using data analytics to drive its business decisions. He showed them examples of how his software had helped other retailers in similar situations.
The original model rested on three pillars (often called the ): the challenger sale pdf 2
As Ryan looked back on his experience, he realized that he had been doing sales all wrong. He had been focused on the wrong things - on building relationships and pushing products. Ryan launched into a presentation that showed how
Comparative findings:
Old Challenger: "I have researched your industry." New Challenger (PDF 2): "I fed your last 3 earnings calls and 10-K reports into an AI model. Here are the three contradictions in your strategy you haven't addressed." He had been focused on the wrong things