A disruption like we’re seeing now calls for new ideas, processes and approaches to how we sell. Sales professionals must excel at each step of the sales motion to drive results, especially as they adapt to selling in a primarily virtual environment.

What hasn’t changed is the Challenger principles of Teach – Tailor – Take Control – and Constructive Tension – and their proven ability to increase sales performance when used properly. In the following series of short presentations you’ll find a useful framework, organized by sales stage, for adapting the Challenger Skillset to virtual interactions.



Lesson 1
Find the right customers, prioritize, and prepare

Watch the Lesson

Lesson 2
Reach out and create demand


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Lesson 3
Drive the buying process and gain alignment

Watch the Lesson

Lesson 4
Maintaining momentum and delivering proposals

Watch the Lesson

Lesson 5
Managing stakeholders and creating consensus

Watch the Lesson

Access the Resources

Download the presentations that accompany the lessons plus a Pre-Call Prep Playbook.

Get the Resources

High Impact Virtual Sales Meetings

On-Demand Webinar:

Ken Revenaugh has 20 years of experience selling business services and is best known for developing and implementing analytics, tools, and processes that drive maximum sales performance as well as preparing organizations such as FedEx and Oakwood Worldwide for transformational change.

Sales professionals, sales managers, and senior commercial leaders alike should join Ken to learn:

  • Tips and best practices for keeping customers engaged in a virtual setting
  • Virtual sales meeting pitfalls to avoid