Preview each episode in Season 2 by viewing the snippets below.

If there’s an episode you’d like to get full access to, click the link below the video to download.

Episode 1 | The Negotiation

Am I speaking Procurement’s language?

Learn how Challengers shift from talking about the ‘cost of the problem’ to the ‘value of the solution’ in a way that resonates with late-stage stakeholders.

Episode 2 | The Introduction

How can I build instant credibility with a new customer or prospect?

Learn how Challengers demonstrate their preparation and critical thinking in the first interaction with a new customer or prospect.

Episode 3 | The Discovery Call

How do I prevent ‘Discovery’ from turning into a game of 20 Questions?

Learn how Challengers ask high-gain questions and add value during Discovery.

Episode 4 | The Teaching Opportunity

Have I earned the right to ‘teach’ my customer yet?

Learn how Challengers leverage credibility building and effective questioning to then introduce the right insight, at the right time.

Episode 5 | The Territory Plan

How should I prioritize my pursuits and protect my limited time?

Learn how Challengers prioritize their pursuits, whether halfway through the year or beginning with a completely new territory.

 

Check out the Winning the Challenger Sale Podcast!

Take a deep dive into the day-to-day skills and behaviors proven to win in complex selling and buying environments with this monthly podcast.

Listen wherever you get your podcasts

Listen on Apple Podcasts  Spotify Listen on Google Podcasts Listen on Amazon Music

Like what you've learned and want to chat?