Shipleywins

Your customer doesn't need another sales pitch. They need a reason to think differently.

Richardson Sales PerformanceChallenger workshop

Stop selling. Start challenging.

The Challenger Sales Workshop

Two days of practical sales training designed to help you challenge customer thinking, deliver valuable insights and move complex opportunities forward.

LONDON | 26–27 NOVEMBER 2026

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01 · Rethink

What if being helpful isn't enough?

You've built the relationship.You've listened carefully.You've explained your solution.And the customer still hasn't made a decision.

The Challenger approach explores a different way to sell:bringing new perspectives to the conversation, challenging assumptions and helping customers recognise opportunities they may not have considered.

How Challengers Win.

How Challengers WinTeach, tailor and take control work together around constructive tension.TeachTake controlTailorConstructivetension

  1. Create constructive tension

    Shift behavior to compel the customer to take action.

  2. Teach for differentiation

    Deliver Commercial Insight in a rational and emotionally compelling way.

  3. Tailor for resonance

    Customize the sales message to individual priorities and goals of the stakeholder group.

  4. Take control

    Guide the customer through the buying process and verify movement.

02 · What you'll learn

Skills you can use in your next sales conversation.

This isn't about memorising another sales script. It's about learning to bring more value, confidence and direction to complex customer conversations.

  1. 01

    Identify insights that challenge customer thinking.

  2. 02

    Build compelling commercial stories.

  3. 03

    Adapt conversations to different stakeholders.

  4. 04

    Challenge assumptions without damaging relationships.

  5. 05

    Navigate buyer hesitation and indecision.

  6. 06

    Help create momentum in complex opportunities.

03 · Who it's for

Big ideas. Small teams welcome.

You don't need a large sales department to invest in serious sales development.

This open workshop gives businesses the opportunity to send one or two people to learn alongside other B2B sales professionals.

  • Business Development Managers
  • Account Managers and Account Directors
  • Sales Executives and experienced sales professionals
  • Sales Managers and commercial leaders
  • Founders involved in complex B2B selling

One place.Two places.A whole new perspective.

Book your place

04 · Your facilitators

Learn from people who know what it takes to win.

Portrait of Rebecca Allen

Rebecca Allen

Senior Consultant & Sales Trainer · Richardson Sales Performance

LinkedIn ↗

A senior consultant and sales trainer in complex commercial environments, with a background in aviation, IT and software, telecoms and global enterprise organisations. Certified to deliver the Richardson training portfolio and the Challenger Approach, Rebecca has worked internationally with organisations including IBM, SAS Institute, CGI, Nokia Networks, Siemens and BT, bringing over two decades of hands-on consultative selling experience to the room.

“Rebecca's deep understanding of the content of the material together with her obvious real world experience was excellent.”

VP Consultancy, CGI
Portrait of Sam Singh

Sam Singh

Managing Director · Shipleywins

LinkedIn ↗

A business winning specialist with over 30 years of experience building capabilities in business winning, IT and strategy execution, including time with AT Kearney, Bain and Booz Allen. Sam has trained more than 10,000 participants across six continents with Richardson and Shipley IP, and holds APMP professional-level accreditation for his contribution to business development best practice.

“I have witnessed a noticeable change in the team since engaging Shipley and Sam.”

Mark Simpkins, India MD, BAE Systems

05 · Practical details

Everything you need to know.

Dates
26–27 November 2026
Location
Central London
Thursday
9:00am–5:00pm · Change the conversationUnderstanding the Challenger approach · Teaching for differentiation · Developing commercial insights · Building compelling sales stories · Tailoring conversations to stakeholders · Practical discussions and exercises
Friday
9:00am–3:30pm · Move the opportunity forwardTaking control of the sales conversation · Creating constructive tension · Overcoming buyer hesitation · Building stakeholder support · Practical application and action planning
Optional Q&A
Friday, from 3:30pm · an opportunity to discuss your own sales challenges with the facilitators
Format
Two-day, in-person workshop led by experienced facilitators
Group size
Limited to 16 participants
Price
£1,500 per person
What's included
Two days of in-person training, including training facilities and refreshments. Lunch is not included; there are plenty of places to eat nearby.
Accessibility
Please contact us with any accessibility or support requirements, including learning support, visual or hearing needs, so we can discuss the assistance you may need.
Cancellation
If the workshop cannot go ahead because minimum participant numbers are not met, you will receive a full refund or be offered alternative dates.
Contact
becs.allen@shipleywins.nl

06 · Book

Ready to challenge the way you sell?

Invest two days in developing the conversations that shape your commercial results.

Book one place or send up to five colleagues.

Number of places
1
1 × £1,500
£1,500
Total
£1,500

Need to pay by invoice? Request it with the option on the form.

Download the workshop PDF

A one-page overview you can share with colleagues.

Buyer & company
Attendee 1

07 · FAQ

Questions, answered.

Who is this workshop designed for?

The workshop is designed for B2B sales professionals managing complex sales, including business development managers, account managers and directors, sales executives, sales managers and founders.

Do I need previous Challenger experience?

No previous Challenger experience is required. The workshop is primarily designed for experienced sales professionals, but those new to sales are also welcome. If you are just starting out, we recommend a preparatory online session, which we can arrange before the workshop.

Can I book a single place?

Yes. You can book an individual place and learn alongside other B2B sales professionals, without arranging a private programme for your organisation.

Can I book places for several colleagues?

Yes. You can book up to five places in a single booking, at £1,500 per person.

What's included in the price?

Two days of in-person training, including training facilities and refreshments. Lunch is not included; there are plenty of places to eat nearby.

Where in London will it take place?

The workshop will take place in Central London. The venue address will be shared with booked attendees before the workshop.

What happens if the workshop is cancelled?

If the workshop cannot go ahead because minimum participant numbers are not met, you will receive a full refund or be offered alternative dates.

Will I receive joining instructions?

Yes. All attendees will receive joining instructions before the workshop.

Can my company arrange a private workshop?

Yes. Please contact us to discuss a private workshop for your team.

Don't just join the conversation. Change it.

Join us in London for two days of practical Challenger sales training.

LONDON · 26–27 NOVEMBER 2026 · £1,500 PER PERSON

Book your place