SAFE Bold Framework for Commercial Teaching Pitch

In their book, “The Challenger Sale,” Matthew Dixon and Brent Adamson of the Corporate Executive Board discuss how Challenger sales reps use commercial teaching to out-perform their colleagues. Commercial teaching accomplishes two goals. First, it provides a valuable, new insight to the buyer that causes her to think about her business problem in a different way. Second, it spurs the buyer to take action to advance the sales cycle in your organization’s favor. That’s why it’s called “commercial teaching,” instead of just “teaching.” The whole purpose is to close a deal. SAFE BOLD tool is used to grade commercial teaching pitch