WEBINAR - Challenging for Sales and Client Success

Tuesday, 12 March 2024
12:00 pm – 1:00 pm (UK time)
    • Nick Thomas, Founder, Nick Thomas & Associates


For decades B2B organisations in solution selling have focused their sales approach on understanding client needs and building strong relationships. But research in recent years has clearly established that this is no longer enough, and that the very best salespeople go beyond traditional consultative and solution selling to ‘challenge’ their clients in multiple ways. This session introduces the ‘Challenger Sale’.


This learning event will help you to:

  • Understand the research [by CEB] on the behavioural characteristics of top performing salespeople and why they are key in a modern B2B solution selling environment
  • Understand how we can adopt these behaviours to supercharge our own sales performance
  • Appreciate how these align with and address modern buyer influences and preferences


The content will cover:

  • The five B2B salesperson profiles
  • Which one are you?
  • The star performer – ‘challenge’ for optimal sales performance
  • Teaching for differentiation – bringing perspective and insight, insight-led conversations
  • Tailoring for resonance – at client and individual level. Generating widespread organisational support
  • Taking control of the sale – overcoming risk aversion and inertia, managing pricing conversations, the difference between assertiveness and aggression
  • The role of the individual seller vs the selling organisation
  • The surprising truth about what drives client loyalty

Speaker Biography

Nick Thomas & Associates – specialist training solutions to the UK Insurance Sector

Nick Thomas & Associates provides up to the minute training solutions addressing the challenges of the modern insurance professional, across sales, business/soft skills, technical insurance and market developments, performance, resilience, and wellbeing.

Nick Thomas delivers all sales, business, and soft skills, partnering with selected subject matter specialists where appropriate. Nick co-delivers technical and market sessions with handpicked Associates, selected for their strong industry background and credibility, allied to first class training skills. All training programmes are designed specifically to align to client needs and delivery overseen by Nick Thomas.

Nick Thomas & Associates have received acclaim for training and webinar series providing solutions to the challenges of remote working and virtual trading. Our clients include major insurers and brokers, a major global Insurer ‘broker proposition’, broker network groups, insurance recruitment consultants and over forty local insurance institutes at the time of writing.

  • Online

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 hour's CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at www.cii.co.uk/cpd.