Winning the Challenger Sale
PLAN. EXECUTE. WIN.
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!
What Attendees Are Saying
“This series is truly masterful.”
Executive Coach, PR Firm
“This was the TIGHTEST webinar I have attended in a year of webinars. From a content, marketing and production perspective, the Challenger team is clearly running a tight ship with all the boxes checked.”
Business Development & Marketing Professional, Legal Services Company
“This series makes the intangible tangible.”
B2B Sales Thought Leader
“The topics in this series are excellent.”
Sales Director, Multi-billion dollar IT & Services Company
“These sessions are excellent for learning tactical ways to implement the Challenger philosophy. The Negotiation session was extremely helpful.”
Chief Learning Officer, Insurance Company
Am I speaking Procurement’s language? Learn how Challengers shift from talking about the ‘cost of the problem’ to the ‘value of the solution.'
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
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
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
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
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.
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.
How do I respond to that tough customer objection? Join us to learn how Challengers react to the curveballs customers sometimes throw their way.
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
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.
Register for the 2021 Series
What We Covered in 2020
Stop Wasting Time on the Wrong Opportunities
Capture Attention by Leading With Insight
How to Reframe Your Top Targets
Getting “Constructive Tension” Right
Mobilizing Customer Action with the Right Buyers
A Plan for the Close
Grow Accounts Through Commercial Teaching