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Your chance to engage live with Matt Dixon (author of best-selling book, The Challenger Sale), Challenger coaches and a cohort of driven sales professionals
4 x 2 hr sessions
12pm PST; September 06, 08, 12 & 19
New Business Sales Executives
Account Managers
Sales Development Representatives
Sales Engineers
Key Learning Objectives:
How to transition from pitch-based selling to true commercial teaching
How to build a sales message that reframes status quo thinking and motivates action
How and when to deliver that message as part of a compelling sales dialogue
This course is a purposeful mix of research from the author of The Challenger Sale, Matt Dixon, and application, with coaching from Ramsey Jay, one of the most experienced trainers of the Challenger approach in the world.
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Matt Dixon is one of the world’s foremost experts in sales and customer experience. Known for his ground-breaking research, he is the author of The Challenger Sale, which was a #1 Amazon and Wall Street Journal bestseller, has sold nearly a million copies worldwide and has won acclaim as “the most important advance in selling for many years”.
In addition to his research and writing, Matt is a seasoned practitioner having held executive leadership roles in strategy, new product development, product management, research, and innovation for companies like Tethr, Korn Ferry Hay Group and CEB (now Gartner). He is now a founding partner of DCM Insights, a company focused on using data and research-backed frameworks to help companies win, retain and grow customer relationships.
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Ramsey Jay is a Wall Street trained finance executive who is a recognized expert on leadership development and strategic communications. He has been a Sales Coach and Challenger Advisor for 10+ years and has helped hundreds of companies from multiple industries improve their salesforce effectiveness and execution.
Ramsey is also a highly sought after strategic consultant as the Founding Principal of Ramsey Jay Jr & Associates which specializes in institutional sales strategy and executive coaching. He will help apply Matt’s research and frameworks to your own unique sales strategy.
The cohort is supported by a partnership between ScholarSite and Challenger
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The best salespeople don’t just build relationships with customers. They challenge them.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, Challenger learned that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. They found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one - the Challenger - delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer’s specific needs and objectives. Rather than acquiescing to the customer’s every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The skills that make Challengers unique are replicable and teachable to the average sales rep. The Challenger Approach is proven to help sellers win even the most complex deal. This course will help you lay the foundation for becoming a Challenger seller, learning the fundamentals of the approach through practical tips and applicable resources. You’ll learn the key skills of a Challenger, focusing on Commercial Teaching and building Constructive Tension. You’ll also learn how to tailor and take control of your customer conversations to drive action.
Session 1: Challenger - A decade-long study into buyer and seller behavior
In this opening session, Matt Dixon will:
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Explore the B2B decision making process and how today’s buying groups really operate
Outline a behavioral model for selling, developed from the largest global study of sales people ever conducted
Provide a framework to manage Constructive Tension in sales conversations, which is a foundational force necessary to motivate today’s buyers to take action
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Session 2: The secret of commercial insight
In the second lecture, Matt will:
Explore how to flip the traditional sales pitch on its head, providing a much better experience for both buyer and seller
Outline a conversational model that moves customers from status quo to new thinking
Provide a framework as the foundation for your own insight-led sales pitch
Identify opportunities to reframe customers’ assumptions about their business as part of Commercial Teaching
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Session 3: Refine your market-ready message
In the third lecture, Ramsey Jay will coach you in message building by helping you:
Quantify the costs and impact of the customer’s status quo as a way to build tension and motivate action
Humanize the message with stories and personalization
Connect your message and teaching to your differentiated solution
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Session 4: Deliver the message as a Challenger seller
In the fourth lecture, Ramsey will coach you in message delivery by helping you
Tailor the sales experience to individual stakeholders in the buying group
Identify and utilize a Mobilizer to build buying group consensus and take control of critical milestones in the buying process
Prescribe next steps to move consensus building and decision making forward
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You don’t! We record every live session in the cohort and make each recording and the session slides available on our portal for you to access anytime.
Each learner receives a certificate of completion, which is sent to you upon completion of the cohort (along with access to our Alumni portal!). Additionally, ScholarSite is listed as a school on LinkedIn so you can display your certificate in the Education section of your profile.!
Throughout the cohort, there may be take-home questions that pertain to subsequent sessions. These are optional, but allow you to engage more with the instructor and other cohort members!
While we cannot guarantee that your company will cover the cost of the cohort, we are accredited by the Continuing Professional Development (CPD) Standards Office, meaning many of our learners are able to expense the course via their company or team’s L&D budget. We even provide an email template you can use to request approval.
Please reach out to us via our Contact Form with any questions. We’re here to help!
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