WTCS S3 | E3 Email Pitfalls to Avoid
Episode hosts
Jen Allen
Mike Randazzo
In Episode 3, Email Pitfalls to Avoid, our co-hosts Chief Evangelist Jen Allen and VP/GM Mike Randazzo discuss the complexities of email outreach in today’s B2B sales environment. They also explore human behavior change around inbound requests and how to create thought-provoking outbound emails that prospects will want to respond to.
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On-Demand Webinar: Scaling a Culture of Coaching & Reinforcement
In this session, we’ll talk through how to embed coaching and reinforcement into your company's DNA and offer tactical advice for success.
On-Demand Webinar: How to Build a Successful Reframe
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Crush Constructive Tension in Commercial Teaching
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Creating Buyer Urgency amid Indecision and Uncertainty
Sign up for this Winning The Challenger Sale webinar for an invigorating session on how to create change and mitigate buyer risk, in any environment.
On-Demand Webinar: The Art & Science of Improving Forecast Accuracy
Sign up for the first Winning The Challenger Sale webinar of the year and get a deep dive into improving forecast accuracy in 2024.
On-Demand Webinar: Uncovering the Best Tactical Insights of 2023
Tune in for Leading The Challenger Sale's Year in Review episode. We'll parse lessons learned this long year and think about how we can bring them…
2022 Pulse 3 Survey Results
In the 3rd Pulse Survey, we dive deep into sales manager needs and how organizations need to support them through this challenging buying environment.
Since April 2020, Challenger conducted a series of regular pulse surveys to get a feel for how the landscape was impacting sales, and sellers. In 2022, we continue this exploration into seller perception, the state of sales, and everything in between.
For this 3rd Pulse Survey, we chose to focus on managers, and how best to support them during these times when optimism seems to be holding steady but the environment could be especially challenging for buyers.
WTCS S3 | E2 Social Selling: Your Secret Weapon In 2022
Episode hosts
Jen Allen
Mike Randazzo
In Episode 2, Social Selling: Your Secret Weapon In 2022, our co-hosts Chief Evangelist Jen Allen and VP/GM Mike Randazzo break down and organize social selling specifically for salespeople. They cover how individuals can build a credible brand on social media to become a source of valuable insight and unlock lead gen potential. Their recommendations include avoiding the “look at me” trap that many “thought leaders” on social media fall into.
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The Next Era of Challenger Selling: Skills That Will Shape the Future of Sales
In 2020, selling changed overnight. Buyers went quiet, priorities flipped, and digital interactions replaced boardroom handshakes. Everyone talked…
Stop pitching AI. Start teaching it: The Challenger Way
Key takeaways Most AI deals stall because buyers don’t know how to buy, not because of product limitations. Traditional feature-based pitches…
Sales Transformation: How to Build Predictable Growth
What Is Sales Transformation? Sales transformation is more than a new process or technology—it’s a fundamental shift in how organizations sell,…
Strengthen Your Coaching Skills with Challenger’s PAUSE Framework
There’s only one seller productivity investment endorsed as more important than all others by Matt Dixon and Brent Adamson, authors of “The…
Richardson and Challenger named a Top 20 Sales Training Company
Richardson and Challenger celebrate its selection today as one of Training Industry’s 2025 Top 20 Training Companies™ for the Sales Training and…
How Will Sales Evolve in 2025? Trends & Expert Insights From Richardson & Challenger
Ever wish you could peer into a crystal ball and learn what lies ahead for your sales team in 2025? Us too — but we know wishful thinking doesn’t…
2022 Pulse 2 Survey Results
Challenger is conducting a series of pulse surveys to understand the legacy 2020 had on perceptions, and how organizations are planning for 2022. Pulse 2 indicates that optimism has dipped since the beginning the year.
Since April 2020, Challenger conducted a series of regular pulse surveys to get a feel for how the landscape was impacting sales, and sellers. In 2022, we continue this exploration into seller perception, the state of sales, and everything in between.
Despite a brief period of optimism in January, commercial optimism seems to have dropped – perhaps not a surprise given concerns around inflation, interest rates, and more. Pulse 2 discusses the state of business in the wake of omicron and takes a closer look at where sales managers are spending their time these days.
2022 Pulse 1 Survey Results
Challenger is conducting a series of pulse surveys to understand the legacy 2020 had on perceptions, and how organizations are planning for 2021. Pulse 8 indicates that optimism is high, but uncertainly around seller engagement looms.
Since April 2020, Challenger conducted a series of regular pulse surveys to get a feel for how the landscape was impacting sales, and sellers. In 2022, we continue this exploration into seller perception, the state of sales, and everything in between.
In our first pulse survey of the year, we’re exploring the state of buyer sentiment after Q4 2021, the impact of the omicron variant on SKOs, and the future of virtual selling.
WTCS S3 | E5 Persuasive Storytelling
Episode hosts
Jen Allen
In Episode 5, Persuasive Storytelling, learn how our host and Chief Evangelist Jen Allen uses the power of storytelling to elicit action and reaction and create movement in a sales process when uncertainty surrounds the sale. She takes the audience on a journey of how she uses persuasive storytelling successfully despite facing a number of challenges along the way. As you look to improve your own storytelling, Jen provides actionable frameworks, tools, and skills that make a difference.
Complete the form below to watch on demand
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On-Demand Webinar: Scaling a Culture of Coaching & Reinforcement
In this session, we’ll talk through how to embed coaching and reinforcement into your company's DNA and offer tactical advice for success.
On-Demand Webinar: How to Build a Successful Reframe
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Crush Constructive Tension in Commercial Teaching
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Creating Buyer Urgency amid Indecision and Uncertainty
Sign up for this Winning The Challenger Sale webinar for an invigorating session on how to create change and mitigate buyer risk, in any environment.
On-Demand Webinar: The Art & Science of Improving Forecast Accuracy
Sign up for the first Winning The Challenger Sale webinar of the year and get a deep dive into improving forecast accuracy in 2024.
On-Demand Webinar: Uncovering the Best Tactical Insights of 2023
Tune in for Leading The Challenger Sale's Year in Review episode. We'll parse lessons learned this long year and think about how we can bring them…
WTCS S2 | 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.
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On-Demand Webinar: Scaling a Culture of Coaching & Reinforcement
In this session, we’ll talk through how to embed coaching and reinforcement into your company's DNA and offer tactical advice for success.
On-Demand Webinar: How to Build a Successful Reframe
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Crush Constructive Tension in Commercial Teaching
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Creating Buyer Urgency amid Indecision and Uncertainty
Sign up for this Winning The Challenger Sale webinar for an invigorating session on how to create change and mitigate buyer risk, in any environment.
On-Demand Webinar: The Art & Science of Improving Forecast Accuracy
Sign up for the first Winning The Challenger Sale webinar of the year and get a deep dive into improving forecast accuracy in 2024.
On-Demand Webinar: Uncovering the Best Tactical Insights of 2023
Tune in for Leading The Challenger Sale's Year in Review episode. We'll parse lessons learned this long year and think about how we can bring them…
WTCS S2 | E10 The Negotiation Curveball
What happens when your customer makes an “unreasonable” request at the 11th hour? How do you respond?
Discover more webinars
On-Demand Webinar: Scaling a Culture of Coaching & Reinforcement
In this session, we’ll talk through how to embed coaching and reinforcement into your company's DNA and offer tactical advice for success.
On-Demand Webinar: How to Build a Successful Reframe
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Crush Constructive Tension in Commercial Teaching
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Creating Buyer Urgency amid Indecision and Uncertainty
Sign up for this Winning The Challenger Sale webinar for an invigorating session on how to create change and mitigate buyer risk, in any environment.
On-Demand Webinar: The Art & Science of Improving Forecast Accuracy
Sign up for the first Winning The Challenger Sale webinar of the year and get a deep dive into improving forecast accuracy in 2024.
On-Demand Webinar: Uncovering the Best Tactical Insights of 2023
Tune in for Leading The Challenger Sale's Year in Review episode. We'll parse lessons learned this long year and think about how we can bring them…
WTCS S2 | E9 The Objection
How do I respond to that tough customer objection? How do I manage ‘blockers’ within the buying group?
Discover more webinars
On-Demand Webinar: Scaling a Culture of Coaching & Reinforcement
In this session, we’ll talk through how to embed coaching and reinforcement into your company's DNA and offer tactical advice for success.
On-Demand Webinar: How to Build a Successful Reframe
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Crush Constructive Tension in Commercial Teaching
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Creating Buyer Urgency amid Indecision and Uncertainty
Sign up for this Winning The Challenger Sale webinar for an invigorating session on how to create change and mitigate buyer risk, in any environment.
On-Demand Webinar: The Art & Science of Improving Forecast Accuracy
Sign up for the first Winning The Challenger Sale webinar of the year and get a deep dive into improving forecast accuracy in 2024.
On-Demand Webinar: Uncovering the Best Tactical Insights of 2023
Tune in for Leading The Challenger Sale's Year in Review episode. We'll parse lessons learned this long year and think about how we can bring them…
WTCS S2 | 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.
Discover more webinars
On-Demand Webinar: Scaling a Culture of Coaching & Reinforcement
In this session, we’ll talk through how to embed coaching and reinforcement into your company's DNA and offer tactical advice for success.
On-Demand Webinar: How to Build a Successful Reframe
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Crush Constructive Tension in Commercial Teaching
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Creating Buyer Urgency amid Indecision and Uncertainty
Sign up for this Winning The Challenger Sale webinar for an invigorating session on how to create change and mitigate buyer risk, in any environment.
On-Demand Webinar: The Art & Science of Improving Forecast Accuracy
Sign up for the first Winning The Challenger Sale webinar of the year and get a deep dive into improving forecast accuracy in 2024.
On-Demand Webinar: Uncovering the Best Tactical Insights of 2023
Tune in for Leading The Challenger Sale's Year in Review episode. We'll parse lessons learned this long year and think about how we can bring them…