Challenger Blog
Enabling the Challenger: How Nuix Drives Sellers to Reach New Heights
We’ve often focused on the importance of reinforcement after introducing Challenger, with guidance on gaining buy-in, coaching, and increasing…
Three Key Challenger Skills for Motivating Buyers
Every seller knows that sinking feeling: realizing a deal they thought was progressing apace has slid off the rails. Maybe your main contact suddenly…
Career Insights from a Fortune 500 Sales Leader
According to a 2024 report from Salesforce, more than half of sellers say it’s harder to sell now than it was a year ago. In the face of constantly…
How MSC Built a Sales Coaching and Reinforcement Machine
You’ve heard the old joke about how you get to Carnegie Hall. Strangely, the same directions apply to success in selling: Practice, practice,…
The New Rules for Account Growth
As go-to-market (GTM) teams have grown and evolved, so too have our perceptions of “pre-sale” and “post-sale” roles. Customer success and account…
Winning the Challenger Sale
Tune into our series of webinars to learn how to win deals and improve your selling capabilities.
Winning the Challenger Sale: Season 3 Replay
Catch up on all of the episodes of Season 3, Winning the Challenger sale webinar series.
Winning the Challenger Sale: Season 2 Replay
Catch up on the 13 episodes of Series 2, Winning the Challenger sale.
Don’t Let Reluctant Sellers Derail Your Sales Training
Though sales trends may change, sales leaders’ goals remain fundamentally similar: grow pipeline, close deals, increase revenue. Perhaps that’s why…
A Sales Leader’s Guide to AI Strategy
ChatGPT’s explosive debut in late 2022 changed the way many of us saw artificial intelligence’s role in everyday life. Sure, industries such as…
Three Keys to Maximizing Your Training Investment
Any sales leader deserving of that title knows that they need a sales methodology. Sometimes, they build the SKO around it. Maybe they roll it out…
Why Delivering a Tailored Insight is Essential to Sales Success
The 2011 research that inspired “The Challenger Sale” revealed a surprising foundational fact: the sales experience is the single biggest driver of…
How Prospect Theory Drives Sales Experiences
Last month, I achieved a new personal best at the gym: I hip-thrusted 130kg (that’s nearly 300 lbs for our American readers). To put it into context,…