So, you read “The Challenger Sale.” Now what?
Your Challenger selling journey doesn’t stop here
Whether you’re hungry for more after finishing the book or coming to this page with fresh eyes, we’re glad you’re here. Read on for our recommended next steps and more Challenger resources.
Get the comprehensive guides
Let’s start with free resources. These guides help you progress your seller skills whether you’re a manager or individual contributor. Bookmark them and share them with your team — you’ll want to revisit these often!
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Join other sales leaders for our live webinar series
Each month on the Winning The Challenger Sale webinar, Challenger hosts and experts guests bring you a deep dive into one of the issues faced by modern sales leaders. Recent topics include account growth, customer indecision, Constructive Tension, and more. Tune in monthly — and sign up to be reminded about the series.
Read next: “The Challenger Customer”
“The Challenger Customer” is a reality check. Conquering the core Challenger skills isn’t enough; your success or failure also depends on who you challenge. Take the next step in your Challenger development journey with insights on identifying and engaging the right customer stakeholders.
You’ll learn:
Why marketing and sales teams go after the wrong buyers
Why there’s so much dysfunction in B2B buying
What makes the seven types of B2B buyers tick
How to identify a customer Mobilizer®, the buying influencers who can enable change and build consensus around the problem, solution, and vendor selection
How to use Commercial Insight to show that the pain of maintaining the status quo and continuing along the same path is greater than the pain of adopting a new, better solution to your problem
How to equip your Mobilizer with the Insights and tools they need to get to yes
How to break and build mental models to bring about change
Read next: “The JOLT Effect”
“The Challenger Sale” fundamentally changed the way we think about sales by uncovering what high performers do differently in complex sales. In “The JOLT Effect,” Matthew Dixon (co-author of “The Challenger Sale,” “The Effortless Experience,” and “The Challenger Customer”) and Ted McKenna explore how Challenger sellers win against an oftentimes underestimated and overlooked foe: customer indecision.
Learn why sellers lose 40-60% of complex deals to indecision and how The Jolt Effect playbook helps them save their pipeline before it’s too late.
Keep Challenger fresh
Revisit Challenger concepts in a series of short clips. Explore these short, documentary-style videos featuring interviews with Challenger CEO Andee Harris, author Matt Dixon, and more.
Continue the conversation on our podcast
Wish you could hear from current sales and marketing leaders about how they put Challenger selling concepts into practice every day? There’s a podcast for that! On our Winning The Challenger Sale podcast, CEO Andee Harris digs deeper into the most pressing topics in sales and marketing through interviews with leaders, thinkers, and visionaries. Binge our 100+ episodes wherever you get your podcasts.
