WTCS S1 | E7 Grow Accounts Through Commercial Teaching

Congratulations! You’ve closed the deal. Now what? More than ever, reps responsible for managing existing customer relationships must do more than just renew accounts. They must continue to challenge their customers if they expect to grow those relationships.

In this lesson you’ll learn how to:

  • Use Challenger skills to create a consistent, value-centric customer experience.
  • Continue to partner with customers beyond the sale and implementation,
  • Continuing to challenge, teach, and prescribe best practices to deliver measurable customer improvement.

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by Challenger, Inc.

WTCS S1 | E1 Stop Wasting Time on the Wrong Opportunities

Today’s buyers behave differently than they did just a few months ago. They are budget constrained and risk-averse. They struggle to reach consensus across ever-expanding stakeholder groups. Deferred decisions are the norm, and traditional approaches – features/benefits or question-based selling – won’t engage them and won’t deliver expected results.

The good news? Challenger wrote the book on how to win in complex selling environments just like this one.

In this lesson you’ll learn:

  • How high-performers use Challenger skills at various points across the sales cycle
  • How to bring a more consistent approach to day-to-day execution of Challenger behaviors and activities
  • Why the “right opportunities” might look very different today than just 5 months ago, and how to pursue them successfully

by Challenger, Inc.

WTCS S1 | E4 Getting Constructive Tension Right

In order to move risk-averse customers off of their status quo, you’ll need both a rational case for change and an emotional appeal for action.

In this lesson you’ll learn how to:

  •  Sift through different stakeholder needs to find the buying group’s common objective
  • Build a business case that forges consensus
  • Use the perfect story or anecdote to humanize the business problem

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by Challenger, Inc.

WTCS S2 | 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.

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by Challenger, Inc.

WTCS S2 | 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.

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by Challenger, Inc.

WTCS S2 | 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.

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by Challenger, Inc.