Blog Archive
How To Win Negotiations Like a Challenger
There’s no win more satisfying — and no loss more frustrating — than one you’ve spent months negotiating. Sales leaders know that the desire to close…
How Aerogen Invested in Sellers Through Challenger Experience Training
Transitioning a company to a new selling style is no small undertaking. But for Aerogen, a global medical device company headquartered in Galway,…
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…
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…
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