The Challenger Sale: Advice for Clients and Agencies Infographic

As a part of the AgencySparks vetting process, we interview agencies and their clients to determine the health of their current or past relationships. Over the course of 45 sets of interviews conducted, we have found a reoccurring theme - agencies who are “order takers” tend to have weaker client relationships.  Clients frequently express an appreciation for an agency with conviction. There is potential for serious growth when agencies have the backbone to support their ideas and challenge the client’s original plan. If there is not a healthy back and forth, the client could stagnate and the agency may never showcase their true capabilities to benefit the client.  Agencies need to become challengers in order to offer their client’s the best solutions.  The Challenger Sale Approach, which is based off of Matthew Dixon and Brent Adamsons book “The Challenger Sale: Taking Control of the Customer Conversation,” is a method to help salespeople (or agencies) build healthy relationships with clients by challenging them.  The infographic above goes into detail about what brand and agency-side marketers can do to embrace being challengers.

As a part of the AgencySparks vetting process, we interview agencies and their clients to determine the health of their current or past relationships. Over the course of 45 sets of interviews conducted, we have found a reoccurring theme - agencies who are “order takers” tend to have weaker client relationships.

Clients frequently express an appreciation for an agency with conviction. There is potential for serious growth when agencies have the backbone to support their ideas and challenge the client’s original plan. If there is not a healthy back and forth, the client could stagnate and the agency may never showcase their true capabilities to benefit the client.

Agencies need to become challengers in order to offer their client’s the best solutions.

The Challenger Sale Approach, which is based off of Matthew Dixon and Brent Adamsons book “The Challenger Sale: Taking Control of the Customer Conversation,” is a method to help salespeople (or agencies) build healthy relationships with clients by challenging them.

The infographic above goes into detail about what brand and agency-side marketers can do to embrace being challengers.

Read the full blog post - Clients and Agencies Should Embrace “The Challenger Sale"

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