Read the full article at http://fourquadrant.com/the-challenger-sale-teaching-for-differentiation/ A core tenant in the The Challenger Sale methodology is teaching for differentiation. While differentiation may appear to be a straight-forward and basic concept it is actual very difficult to document and communicate when the judge, jury and executor is the lens of a prospect, as opposed to the vendor’s perspective. Download go to market planning templates at http://www.fourquadrant.com/products/