B2B Revenue Acceleration
B2B Revenue Acceleration

Episode · 1 year ago

66: How a Challenger Sales Strategy Impacts Organizations w/ Bill Bice


Bill started his first company when he was 18. Since then, he’s founded and/or advised 27 different companies.

He doesn’t need a marketer to paint lipstick on his product — his experience speaks for itself. And, he’s taken that experience into action as the CEO of boomtime, a company that specializes in word-of-mouth marketing. But Bill Bice has a message for B2B sales teams: Be consultants. Use the challenger sales methodology.

And he came on this episode to tell us how to do it.

What we talked about:

  • The best sales reps are already making their own sales material
  • Who can become a challenger sales rep?
  • The 5 archetypes of sales reps:
    • The hard worker
    • The lone wolf 
    • The relationship builder
    • The challenger
    • The problem-solver
  • Position you company as an organization of consultants
  • The challenger sale is basically word-of-mouth at scale
  • The challenger sale is a long term commitment for an organization
  • Don’t use copywriters

Checkout these resources we mentioned during the podcast:

This is an interview with Bill Bice from boomtime.

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

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