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