Presenters

Veronica Coli

Senior Director, Client Success

Isabel Gillespie

Director of Sales, Major Accounts

Customers want to work with sales reps who offer unique perspectives that help them think differently about their business. Sellers need to understand what drives a customer’s assumptions and how to expose flaws in their current approach.

The way to ensure sellers are equipped to give customers what they want? The fundamental Challenger skill of commercial teaching.

And getting commercial teaching right means getting a lot more comfortable with making your customers uncomfortable.

In this session, Challenger experts demystify the key skills within the Challenger Selling Model, specifically how to leverage constructive tension effectively when leading a customer through a commercial teaching conversation.

Watch the webinar recording on demand to learn:

  • Myths that surround the Challenger methodology — no, being a jerk never sells anything
  • How to coach sellers to ask powerful questions and use silence to uncover buyer assumptions
  • Real-life examples where creating tension resulted in moving a customer toward a signature

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