WTCS S2 | 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.

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by Challenger, Inc.

WTCS S2 | 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.

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by Challenger, Inc.

WTCS S2 | 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.

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by Challenger, Inc.

WTCS S2 | 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!

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by Challenger, Inc.

WTCS S2 | 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.

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by Challenger, Inc.

WTCS S2 | 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.

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by Challenger, Inc.

WTCS S1 | E3 How to Reframe Your Top Targets

What happens the moment you reach out to a prospect? For a Challenger, this is the beginning of the ‘Reframe’ – arguably the most important step toward winning the complex sale.

In this lesson you’ll learn how to:

  • Spark interest and book the first call
  • Facilitate a successful commercial teaching interaction
  • Generate a tangible next step

by Challenger, Inc.

WTCS S 1 | E6 A Plan for the Close

What’s your plan for the final mile? Are you delivering consistent and productive closing conversations?

In this lesson you’ll learn how to:

  • Negotiate terms and conditions that deliver value to everybody
  • ‘Take Control’ of tactical next (and final) steps
  • Respond to the inevitable request for a discount

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by Challenger, Inc.

WTCS S1 | E5 Mobilizing Action with the Right Buyers

In complex selling environments, if you don’t have a Mobilizer, you don’t have a real opportunity. And if you don’t have a playbook for coaching your Mobilizer, you don’t have a plan.

In this less you’ll learn how to:

  • Coach customer mobilizers to teach their peers on your behalf
  • Choose the right “Powerful Requests” when asking your Mobilizers to commit to next steps
  • Tailor to new or non-traditional stakeholders that have entered the buying group

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by Challenger, Inc.

WTCS S1 | E2 Capturing Attention by Leading with Insight

Episode hosts

John Shea

Director of Sales Transformation at Challenger

Amanda Fox

VP of Revenue Operations at Everfi

Explore the most effective ways to generate leads and capture the limited time and attention of your prospects.

In this lesson you’ll learn how to:

  • Prospect and find customers that are hungry for insight
  • Write compelling Challenger emails
  • Ensure you’re spending time wisely by better understanding your ideal customer profiles

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by Challenger, Inc.