Challenger

Join our next webinar on Sept. 19 for a fireside chat with former Honeywell, GE, and Schneider Electric sales leader Charles Forsgard.     In this chat with Stephen D'Eletto, Charles will share lessons from his career spent selling in specialized industries and cover:    👉 How to balance reporting on deal progress to executives  👉 The importance of structured coaching  👉 How to effectively use analytics to drive profitable growth  ...and answers to your burning questions for this Fortune 500 sales leader.     Save your seat today: https://lnkd.in/ezs3StHi

So many sellers think they'll hit President's Club by becoming best friends with their prospect or catering to what they want. The truth? You hit (or exceed) quota by mastering the art of controlling customer conversations while challenging your prospects. Learn where to push your prospects in this upcoming webinar from 30 Minutes to President's Club in collaboration with Challenger. This Thursday, Sep. 12, Matt Dixon, co-author of "The Challenger Sale," will join 30MPC co-founders Nick Cegelski and Armand Farrokh to share how successful sellers move more deals forward with C-Level buyers. Save your seat: https://hubs.li/Q02MYndR0

We're collecting Challenger stories to celebrate one million copies of "The Challenger Sale" reaching readers around the world. Comment below or share yours here to be featured: https://lnkd.in/gX8_5BmB

Join our next webinar Sept. 19 for a fireside chat with former Honeywell, GE, and Schneider Electric sales leader Charles Forsgard. In this chat with Stephen D'Eletto, Charles will share lessons from his career spent selling in specialized industries and cover: ➡️ How to balance reporting on deal progress to executives ➡️ The importance of structured coaching ➡️ How to effectively use analytics to drive profitable growth ...and answers to your burning questions for this Fortune 500 sales leader. Save your seat today! https://lnkd.in/ezs3StHi

How does a Sales Mastery Program sustain skills adoption? Learn how MSC Industrial Supply Co. encouraged organization-wide adoption through a dedicated Challenger program in this clip from our latest webinar.

Happy birthday, Challenger! Though our history extends back as far as the publishing of "The Challenger Sale," we like to take time each year to celebrate the years since Challenger struck out on its own. From our time with CEB (now Gartner) to today, we're grateful for all the employees, clients, colleagues, and friends who help us prove every day that it's not what you sell, but how you sell, that matters. Cheers!

It's fantasy football season.   I've done 250 drafts, here are my top 3 takeaways for sales:   Kidding!   I can hear the groans already :)   But all jokes aside, have you ever been waiting for your pick only to get sniped at the last second?   How about when the player actually made it to you?   I'm guessing you remember the pain of losing out more than the relief of getting your guy.   If so, welcome to Prospect Theory.   It's similar for your buyers:   Selling on Value / ROI:   Wouldn't it be great if you got every pick in your draft! Here's how we can do it...   Selling on Cost of Inaction:   There's a big risk someone's going to take your pick, here's how we can help you avoid that loss...   Both work at times, but in a tough economic environment human psychology says that the latter is about twice as effective.   Either way, happy drafting everyone! 🏈 ✌

Ready for an AMA, Challenger-style? On Thursday, Sept. 19, tune in for a different kind of Challenger webinar: a fireside chat with Charles Forsgard, Principal Consultant, Vendere Consulting and retired Vice President, Global Sales at Honeywell.    In this chat with Challenger's Steve D’Eletto, Charles will share lessons in leadership, coaching, and driving profitable growth gleaned during his time at Honeywell, GE, and Schneider Electric. Save your seat, submit your question, and join us live (or check out the replay!): https://lnkd.in/ezs3StHi

Your prospects don’t want a new best friend. They don’t want you to do whatever they ask (even if they say they do…). What buyers — yes, even (and especially) executive buyers — truly want is a seller who challenges their status quo and guides them to make a change by controlling the conversation. On Thursday, Sep. 12, join Matt Dixon, co-author of “The Challenger Sale,” and 30 Minutes to President's Club co-founders Nick Cegelski and Armand Farrokh for "How to Run Executive-Level Sales Calls With The Challenger Sale." In this special collaboration with Challenger, they'll discuss how to take control of the sale and the tools you can use to move more deals forward. Don't miss it! https://hubs.li/Q02MYndR0

Sure, "Sales Mastery" sounds great. But what about reluctant sellers? Tap through to learn how MSC Industrial Supply Co. inspired change.