Winning the Challenger Sale
Webinar Series
PLAN. EXECUTE. WIN.
#WTCS
Challenger invites sales professionals and commercial leaders to join us Thursdays at 11 AM ET as we open up the Challenger™ playbook. More than just a webinar series, participants get practical advice and actionable insight for the day-to-day execution of the skills and behaviors proven to win in complex selling and buying environments.
We will be kicking off the 2021 series on Thursday, March 4th and it will run through December. Be sure to register for the new series to add the sessions to your calendar. See you there!
The Negotiation
Watch Replay
Am I speaking Procurement’s language? Learn how Challengers shift from talking about the ‘cost of the problem’ to the ‘value of the solution.'
The Introduction
Watch Snippet
Want to build instant credibility with a customer or prospect? Learn how to demonstrate Challenger skills in the first interaction with a customer.
The Discovery Call
May 6
How do I prevent ‘Discovery’ from turning into a game of ‘20 Questions’? Join us to learn how Challengers ask high-gain questions and add value during Discovery.
The "Teaching" Opportunity
June 3
Have I earned the right to ‘teach’ my customer yet? Join us to learn how Challengers leverage credibility building and effective questioning to then introduce the right insight, at the right time.
The Territory Plan
July 8
How should I prioritize my pursuits and protect my limited time? Join us to learn how Challengers prioritize their pursuits, whether halfway through the year or beginning with a completely new territory.
The Value Demo
August 5
Your customer asks you to demonstrate the value of your solution to her boss…what do you do now? Join us to learn how Challengers articulate the value of their solutions.
The Cross-Sell
September 2
When (and how) should I position additional products and services to a current customer? Join us to learn how Challengers use ‘Commercial Teaching’ to grow accounts through cross-sell and upsell.
The Objection
October 7
How do I respond to that tough customer objection? Join us to learn how Challengers react to the curveballs customers sometimes throw their way.
The "Blocker"
November 4
How do I deal with a stakeholder who is blocking deal progress? Join us to learn how Challengers ‘neutralize’ Blockers and drive consensus in buying groups.
The 11th Hour Request
December 2
In the final stages of closing a deal, how can I prepare for 11th hour requests? Join us to learn how Challengers handle last minute surprises on the way to closing a deal.
