Leading the Challenger Sale Archives | Challenger Inc Challenger Sales Thu, 14 Nov 2024 21:09:57 +0000 en-US hourly 1 https://wordpress.org/?v=6.7.2 https://challengerinc.com/wp-content/uploads/2022/10/cropped-Challenger-favicon-48x48.jpg Leading the Challenger Sale Archives | Challenger Inc 32 32 On-Demand Webinar: Negotiating Like a Challenger https://challengerinc.com/webinars/negotiating-like-a-challenger/ Tue, 29 Oct 2024 00:24:46 +0000 https://challengerinc.com/?post_type=webinars&p=124719 Panic-based negotiation kills forecast accuracy, seller confidence, and profit margins. This webinar shows you how to get negotiations right.

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shot of stakeholders shaking hands during a meeting in a modern office

Leading the Challenger Sale

Now Available On Demand!

Negotiations: A phase that strikes fear in the heart of even accomplished sellers.

Some of your sellers see it as a second chance at Debate Club; others hit the panic button whenever procurement shows up.

But Challengers understand that negotiation is a healthy part of the process — especially if you prepare and emphasize overall value.

In this on-demand webinar, John Shea, Global Director of Sales Enablement at Databricks, and Geoff Hendricks, Enterprise Account Executive at Challenger, explain:

  • Why too many sellers emphasize discrete tactics over negotiation strategy
  • The early-stage mistakes that lead to late-stage pain
  • The skills and behaviors that sellers need to develop to confidently anticipate and mitigate any curveballs

Whether you consider yourself a negotiating novice or a seasoned pro, you’ll find actionable approaches you can put in place to transform the negotiation stage into one your sellers look forward to delivering with confidence.

Complete the form to watch this webinar on demand

Presenters

image of John Shea, Global Director of Sales Enablement, Databricks

John Shea

Global Director of Sales Enablement
Databricks

image of Geoff Hendricks, Enterprise Account Executive, Challenger

Geoff Hendricks

Enterprise Account Executive
Challenger

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]]> On-Demand Webinar: Motivating Buyers to Act https://challengerinc.com/webinars/motivating-buyers-to-act/ Thu, 26 Sep 2024 18:16:54 +0000 https://challengerinc.com/?post_type=webinars&p=124672 Learn how to apply the right message to the right buyers at the right time to disrupt their status quo.

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Leading the Challenger Sale

On-Demand Webinar

Your toughest competition isn’t another player in your space. It’s inaction.

So how do you get your sellers to motivate buyers into action against the status quo?

In this on-demand webinar, listen and learn from Challenger’s Evan Valk and Wheels’ John Round, as they discuss how Wheels put Challenger’s research into practice and successfully used the Cost of Inaction to drive business.

Our hosts guide you through:

  • How to find and prioritize the right buyers
  • Identify what we call Mobilizers, who act as agents to drive organizational change
  • Motivate sellers to equip clients with the tools they need to advocate for your organization

Whether your organization struggles to break through the status quo or influence indecisive customers, this webinar can help you drive urgency by delivering the right message to the right buyers with the right seller skills.

Guest

John Round

SVP, Corporate Fleet Sales

Wheels

Moderator

Evan Valk

Major Account Director

Challenger

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]]> On-Demand Webinar: A Fireside Chat With a Fortune 500 Sales Leader https://challengerinc.com/webinars/fireside-chat-fortune-500-sales-leader/ Thu, 22 Aug 2024 13:19:24 +0000 https://challengerinc.com/?post_type=webinars&p=124620 Sales expert Charles Forsgard reflects on his career in enterprise global sales, and advice on sales coaching, sales analytics, and profitable growth.

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two business men having a casual conversation

Leading the Challenger Sale

On-Demand Webinar

Have you ever wondered how a Fortune 500 sales leader approaches managing expectations from leadership and performance from sellers simultaneously?

Or how to transition your sales team from product-focused selling to providing Insights?

Or how to coach your team through pipeline management and account expansion?

Well wonder no more!

In this on-demand webinar, Charles Forsgard — who led global sales teams at organizations like Honeywell, GE, and Schneider Electric — joins Challenger’s Steve D’Eletto to answer those questions and more that were submitted by sales leaders and GTM practitioners around the world.

This is a one-hour masterclass from a sales leader who’s seen it all. And in just one hour, you’ll learn scalable strategies and time-tested tactics that helped Charles and his teams close millions in complex sales.

Guest

Charles Forsgard headshot

Charles Forsgard

Principal Consultant, Vendere Consulting

Retired Vice President of Global Sales, Honeywell

Moderator

Stephen D’Eletto

Associate Vice President, Strategic Accounts

Challenger

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]]> On-Demand Webinar: How to Build a Skills Adoption Machine https://challengerinc.com/webinars/how-to-build-sales-skills-adoption-machine/ Tue, 16 Jul 2024 18:07:27 +0000 https://challengerinc.com/?post_type=webinars&p=124522 Transform your sales organization into an Insight-driven machine focused on continuous improvement by building a skills adoption machine.

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Leading the Challenger Sale

How did MSC Industrial Supply, a publicly traded sales organization with millions of products and thousands of sellers, transform itself into an Insight-driven machine?

By building its own skills adoption engine, aligned to a model of continuous improvement.

In this on-demand webinar with one of Challenger’s top clients, you’ll learn:

  • Strategies to convert tenured sellers and coaches to advocates for your sales  methodology
  • How to use a continuous improvement mindset to build your own Sales Mastery Program
  • The eye-popping results that MSC got through this transformation

You won’t want to miss this practical and engaging session with industry leaders from MSC and Challenger!

Complete the form to watch this webinar on demand

Presenters

Alli Manning

COO, Challenger

Jennifer Lampart

Senior Manager, Sales Professional Development
MSC Industrial Supply Company

Tony Purnell

Regional Manager, Customer Development
MSC Industrial Supply Company

David Herrmann

Director of New Customer Development
MSC Industrial Supply Company

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]]> On-Demand Webinar: Reframing Account Management for Growth https://challengerinc.com/webinars/reframing-account-management-for-growth/ Wed, 19 Jun 2024 14:36:36 +0000 https://challengerinc.com/?post_type=webinars&p=124490 In this session, we cover best practices for account management that actually lead to growth within your existing book of business.

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Leading the Challenger Sale

For years, account management and business development meant two very different and distinct sales roles. But while it’s easier to grow revenue from existing business, it’s also much easier said than done for account managers and customer success teams to shift their focus from retention to growth.

Watch this on-demand webinar from our Winning The Challenger Sale series to learn how account management has changed, why account managers need to think like new logo sellers, and the strategies account teams must adopt to leverage existing commercial relationships for revenue growth.

You’ll learn:

  1. Why aligning your GTM teams is essential to growing accounts
  2. How to reframe your thinking about the role of customer success and account management, whether you’re a leader or an individual contributor
  3. Sales acquisition strategies that account managers can borrow to meet their quotas

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Presenters

Ines Tamaddon

SVP, Client Success

Megan Dolan

Account Director

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]]> On-Demand Webinar: How to Train the (Seemingly) Untrainable https://challengerinc.com/webinars/how-to-train-untrainable-sales-reps/ Thu, 23 May 2024 12:16:45 +0000 https://challengerinc.com/?post_type=webinars&p=124315 Discover common objections to seller adoption and practical tactics to shift the mindset of even the most reluctant revenue professional.

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Presenters

Alex Panou

Key Account Director, Challenger

Jerome Johnson

Retired Global Director of Sales Learning & Development Programs, Siemens

Tell us if you’ve heard any of these before:

  • “I’m an engineer, not a seller. I don’t need to worry about business development.”
  • “I’ve been selling for 20 years, so I think I know what I’m doing. I don’t need to learn anything new.”
  • “That approach may work in the US, but it’ll never work in our culture.”

For every revenue professional who enthusiastically embraces a sales methodology, there’s usually another who finds a reason to reject it.

But in an increasingly complex buying and selling environment, the only way to consistently achieve success is through a carefully trained revenue team centered on Commercial Insight and continuous growth — and you can’t afford to have anyone on your team who resists that approach.

In this on-demand webinar from the Winning The Challenger Sale series, Jerome Johnson, retired director of global sales learning & development programs from Siemens, and Alex Panou, key account director at Challenger, dive into the three most common objections to seller adoption and practical tactics to shift the mindset of even the most reluctant revenue professional.

Catch this lively and pragmatic session with strategies you can put into place immediately to get the seemingly untrainable on board with a customer-centered approach to selling. Complete the form below to watch on demand.

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]]> On-Demand Webinar: Scaling a Culture of Coaching & Reinforcement https://challengerinc.com/webinars/scaling-culture-coaching-reinforcement/ Fri, 19 Apr 2024 19:01:17 +0000 https://challengerinc.com/?post_type=webinars&p=124239 In this session, we’ll talk through how to embed coaching and reinforcement into your company's DNA and offer tactical advice for success.

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Presenters

Ian Goddard

VP, Executive Advisory at Challenger

Dennis Riseman

VP, Sales at Connection

When you invest in a methodology, you need to also invest in a creating a culture of coaching and reinforcement to make sure your sellers don’t see it as just a training session.

In this on-demand webinar, Dennis Riseman, Connection’s vice president of sales, details the six-step blueprint his Fortune 1000 company developed with Challenger to embed coaching and reinforcement into their DNA.

He and Ian Goddard, Challenger’s vice president of executive advisory, talk through scalable strategies for building this type of culture at your organization, including:

  • The eight reasons change fails and how you can address it head-on
  • Creating buy-in with leadership and cross-functional skills adoption
  • Building your own Mobilizer Council

Watch now to learn from one of the top sales leaders in professional services, at a company Newsweek twice called “America’s Most Trustworthy!”

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]]> On-Demand Webinar: How to Build a Successful Reframe https://challengerinc.com/webinars/on-demand-how-to-build-successful-reframe/ Tue, 16 Apr 2024 07:45:02 +0000 https://challengerinc.com/?post_type=webinars&p=124181 Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.

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Presenters

Michael Schaumberger

Principal Executive Advisor & Global Head of Insights & Messaging
Charryse Bigger

Charryse Bigger

Enterprise Account Executive

Challengers know that strong sales conversations depend on establishing and delivering a powerful Reframe within the Commercial Insight choreography — a compelling idea that teaches your customer something new and changes the way they think about their business.

Is your Reframe working hard enough to disrupt your buyer’s existing beliefs?

In this on-demand webinar, we invited two sales leaders to share a real-life Reframe with our experts for a live feedback review, which was packed with practical guidance on building and executing a successful Reframe that changes your buyer’s perspective… and changes your sellers’ win rates.

Michael Schaumberger, principal executive advisor and global head of insights and messaging, and Charryse. Bigger, enterprise account executive, led this session and walked through:

  • The key elements of the six-step Commercial Insight choreography
  • How to build and consistently deliver a powerful and motivating Reframe
  • Effectively tailoring your Reframe by listening to understand

Enter your details below to access the webinar on demand

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]]> On-Demand Webinar: Crush Constructive Tension in Commercial Teaching https://challengerinc.com/webinars/crush-constructive-tension-commercial-teaching/ Fri, 23 Feb 2024 23:54:34 +0000 https://challengerinc.com/?post_type=webinars&p=124120 Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.

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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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]]> On-Demand Webinar: Creating Buyer Urgency amid Indecision and Uncertainty https://challengerinc.com/webinars/creating-buyer-urgency-amid-indecision-uncertainty/ Tue, 30 Jan 2024 15:34:31 +0000 https://challengerinc.com/?post_type=webinars&p=123996 Sign up for this Winning The Challenger Sale webinar for an invigorating session on how to create change and mitigate buyer risk, in any environment.

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Presenters

Andee Harris

Chief Executive Officer

Lauren Graves

Head of Learning Design

The economic landscape continues to change, with less dire predictions than last year. Inflation declined, consumer optimism rose, and despite increased interest rates and tech layoffs, labor growth continues.

Even with these positive signals, B2B buyers remain cautious and hesitate to make purchase decisions.

The problem isn’t an uncertain economy. It’s that buyers fear making a change, or worse, making the wrong decision. With the right strategies, sales leaders can show their teams how to leverage tactics that drive urgency for change.

In this on-demand webinar, Andee Harris, Challenger CEO, and Lauren Graves, head of learning design, lead an invigorating session on how to create change and mitigate buyer risk, in any environment.

You’ll learn:

  • How to identify signs early in the sales process that lead to late-stage losses
  • Tactics to help buyers understand the cost of inaction
  • Strategies that guide buyers to invest in change without fearing failure

Complete this form to watch on demand

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