Professional Services Archives | Challenger Inc Challenger Sales Wed, 02 Oct 2024 17:15:16 +0000 en-US hourly 1 https://wordpress.org/?v=6.7.2 https://challengerinc.com/wp-content/uploads/2022/10/cropped-Challenger-favicon-48x48.jpg Professional Services Archives | Challenger Inc 32 32 Financial Services | Sales Training https://challengerinc.com/success-stories/financial-services/ Mon, 28 Nov 2022 14:38:40 +0000 https://challengerinc.com/?post_type=success-stories&p=121837 Ascent Private Capital Management is U.S. Bank’s wealth management division serving ultra-high net worth clients. Its services include investment strategy, tax implications, and succession planning, providing insights, tools, and resources to help families achieve their financial objectives and advance their legacy goals.

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Employees: 109

Client Challenge

Ascent sought to disrupt the market and grow its share in a crowded market. Most competing wealth management firms leveraged similar sales messages focused on company history and product offerings.

To disrupt and grow in such a competitive market, Ascent identified two key objectives:

1. Differentiation: Ascent wanted to differentiate by teaching clients about issues that should be key priorities but are often missed or overlooked.
2. Client urgency: Ascent’s client executives faced an uphill battle showing prospects the cost of maintaining the status quo. Therefore, the sense of urgency was lost in conversations.

Solution

Ascent’s president saw Challenger as the perfect tool to help disrupt a commoditized and niche industry. The group launched Challenger to build focused messages for three key client segments and enable 12 commercial leaders and 65 client executives with Challenger skills.

Results:

Ascent reframed its offering, shifting the sales conversation from product-focused to insight-focused. It explained to clients how a majority of wealth transfers fail due to underlying trust and communication issues.

Using this new approach, Ascent achieved greater differentiation and immediate results, including closing a $25 million piece of business just days after the training.

Quotes

 “Using the Challenger approach feels much less like selling and more like consulting, which was a first for a lot of us who have sold in a ‘traditional’ manner for much of our careers. We are looking forward to more Challenger successes in the future.”

Michael Cole, President, Ascent Private Capital Management

Quotes

 “Using the Challenger approach feels much less like selling and more like consulting, which was a first for a lot of us who have sold in a ‘traditional’ manner for much of our careers. We are looking forward to more Challenger successes in the future.”

Michael Cole, President, Ascent Private Capital Management

Before Challenger

  • Ascent Private Capital Management advisors address both the quantitative and qualitative dimensions of multi-generational wealth with a fully integrated and balanced program designed to help benefit your family now and for generations to come.

After Challenger

  • Many families do not realize that the way they communicate around wealth impedes their ability to successfully preserve, manage, and leverage wealth over generations. In fact, according to one study, over 2/3 of wealth transfers over generations fail. Without addressing the underlying trust and communication issues that are present in all families, you might be leaving your fortune and family vulnerable to risk.



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]]> Digital Marketing Agency | Sales Training https://challengerinc.com/success-stories/digital-marketing-agency/ Sun, 27 Nov 2022 12:13:07 +0000 https://challengerinc.com/?post_type=success-stories&p=121321 Questline is a marketing and technology agency that builds engaging experiences throughout the utility customer journey, boosting program participation and overall satisfaction. Facing difficulties with their go-to-market messaging, Questline partnered with Challenger to deploy the Activation Program for their commercial teams to create a consistent and differentiated customer experience.

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Revenue: NA
Employees: <100

Client Challenge

There are many digital marketing agencies out there, and utility companies have not historically been deeply concerned with the quality of their marketing to captive consumers. As a result, Questline - a marketing agency focused on serving utilities - found itself dealing with significant competition and stalled opportunities. This was particularly true as they pursued mid to large market municipal utilities. With so many agencies to choose from, how could Questline differentiate its messaging in the marketplace and get utility customers to pay attention? This question brought them to Challenger. As partners, Questline and Challenger transformed the company's sales and commercial messaging approach. It began with sales and marketing alignment for manager and seller. This approach is designed to introduce and reinforce Challenger's insight-led behaviors throughout the processes from first touch to closed won. This happened in conjunction with sales and marketing teams aligning to develop the foundation for an evolving commercial insight library.

Solution

These unique Commercial insights gave sellers the ability to better target and engage utility customers, filling up the front of funnel opportunities. But Questline also developed a more stable and scalable sales process, centered on teaching utility companies the importance of creating a proactive and diverse digital relationship with their consumer customers. This disruptive message created constructive tension and gave utilities an urgent reason to act.

Results

Since the initial deployment of Challenger, Questline has experienced a significant lift in many essential commercial metrics, prompting further investment in the program across the entire commercial organization year over year.

  • 11x return on Challenger investment
  • 70% of participants indicated the Challenger program helped them prepare more thoroughly for sales interactions
  • 80% of sellers are actively using Challenger skills with their current accounts and customers

Quotes

Challenger has helped with better research and preparation before engaging with a prospect. By doing that prep work, and applying the Challenger approach, I can now better assess if the people I am engaging with can make decisions needed to move forward in the sales process. The value of a good refreame has become evident.” Director of Business Development

“Significant time must be spent upfront when aiming cold outreach at mid to large utility companies. This is a market segment [Questline]has not had much success with historically because we haven’t focused on it. We now have the tools and strategy to do so.” Director of Account Development

“I am starting to apply to the Times of Use Opportunity and am very pleased with learnings from Challenger and learning more about how to reframe in a way that resonates with my clients.” – Questline Account Supervisor

“I have used the Tailoring and Commercial Insight skills to improve my annual reviews and other client strategy meetings.” – Questline Account Supervisor

Quotes

Challenger has helped with better research and preparation before engaging with a prospect. By doing that prep work, and applying the Challenger approach, I can now better assess if the people I am engaging with can make decisions needed to move forward in the sales process. The value of a good refreame has become evident.” Director of Business Development

“Significant time must be spent upfront when aiming cold outreach at mid to large utility companies. This is a market segment [Questline]has not had much success with historically because we haven’t focused on it. We now have the tools and strategy to do so.” Director of Account Development

“I am starting to apply to the Times of Use Opportunity and am very pleased with learnings from Challenger and learning more about how to reframe in a way that resonates with my clients.” – Questline Account Supervisor

“I have used the Tailoring and Commercial Insight skills to improve my annual reviews and other client strategy meetings.” – Questline Account Supervisor

Before Challenger

  • No clear sales messaging to differentiate the company
  • Intense competition from other agencies
  • Stalled, long cycle opportunities sitting in the pipeline
  • Difficulty penetrating mid to large sized municipal utilities

After Challenger

  • 80% of sellers actively using the new Challenger skillset
  • A library of dynamic commercial insights
  • Total of closed opportunities attributed to Challenger Skills: $422,305
  • 45% of opportunities brought to the program have closed or progressed

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