Wednesday, 17 January 2024
12:00 pm – 1:00 pm (UK time)
    • Nick Thomas, Nick Thomas & Associates

Challenging for Sales and Client
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’.

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

• 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
• 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


This is a Zoom webinar. Joining details will be sent when you book. Only pre bookings secure a recording

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.