Challenger Selling – Module 1 – An Introduction

In this course you will be introduced to the key findings that lead to the development of the Challenger Selling approach, understand what implications the latest trends in B2B sales have on winning the deals, understand the characteristics of the 5 different sales profiles, become familiar with the 4 disciplines that make up the Challenger approach, and understand what is required of you as a sales rep to become a true Challenger.

Welcome!

1
Welcome
2
Learning goals
3
The Research
4
#1: Identification of 5 Sales Profiles
5
The Hard Worker
6
The Relationship Builder
7
The Lone Wolf
8
The Problem Solver
9
The Challenger
10
Quiz 1: What does it mean to be a Challenger
1 question
11
#2: A Clear Winner
12
Quiz 2: True or false
1 question
13
The Challenger Approach
14
The 4 disciplines
15
Quiz 3: Place challenger disciplines in the right sequence
1 question
16
4 Challenger Principles
17
Quiz 4: True or false?
1 question
18
4 Trends in B2B Buying Behaviour
19
1. Stakeholders Increase
20
Quiz 5: Stakeholders. Pick 2 correct answers
1 question
21
2. The Sales Experience is Key
22
3. You will have less time with customers
23
4. Trust is of Essence in Closing Deals
24
Seller and Buyer on Trust
25
Quiz 6: Trust – pick 2 correct answers
1 question
26
Thank You

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Enrolled: 20 students
Duration: 30 min.
Lectures: 20
Level: Beginner

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