Webinar Archive
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…
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…
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…
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…
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?
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…
WTCS S1 | E2 Capturing Attention by Leading with Insight
Explore the most effective ways to generate leads and capture the limited time and attention of your prospects.
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…
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…
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.
What are you waiting for?
Transform your sales team.
The best companies grow, and grow fast, by challenging customers, not by serving them.
