2021
Winning the Challenger Sale
Season 2 Replay
E1 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.
E2 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.
E3 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.
E4 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.
E5 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.
E6 The Value Demo
Your customer asks you to demonstrate the value of your solution to her boss…what do you do now?
Watch this episode to learn how to successfully articulate the value of your solutions. This episode also features guest, Russell Wurth, VP of Sales Enablement at Showpad!
E7 The Business Case for Change
How do we convince customers to move on from their status quo? With a strong business case for change.
Watch this episode to learn how Challengers leverage the metrics that matter most to prospects and customers to move them in the right direction.
E8 The Group Meeting
Insight-selling in a one-to-one customer conversation is one thing. But how do we do it effectively in front of the entire buying group?
Watch this episode to learn how Challengers facilitate stakeholder group meetings with an emphasis on building consensus on both a business problem and your proposed solution.
E9 The Objection
How do I respond to that tough customer objection? How do I manage ‘blockers’ within the buying group?
E10 The Negotiation Curveball
What happens when your customer makes an "unreasonable" request at the 11th hour? How do you respond?
Bonus Episode A Conversation with Geoff Hendricks
Access the full on-demand replay of “Bonus Episode: A Conversation with with Geoff Hendricks” by filling out the form below.
Bonus Episode A Conversation with Kate Kesby
Access the full on-demand replay of “Bonus Episode: A Conversation with Kate Kesby” by filling out the form below.
Bonus Episode A Conversation with Matt Dixon
Access the full on-demand replay of “Bonus Episode: A Conversation with Matt Dixon” by filling out the form below.