Webinar Archive
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.
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…
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……
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…
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