Blog Archive
Challenger Skills Part 1: Are Challengers still high performers?
2020, it seems safe to say, will be remembered as a year when events conspired to accelerate the digitization of everything. Speaking personally,…
What is the most over-used customer service skill?
The Effortless Experience™ team here at Challenger often hears from senior leaders within customer service organizations that they want to develop…
When seeking support, your customers need a consultant
Customer service training has historically been focused on soft skills—teaching reps to be polite, warm, and empathetic to customers. But as our…
What’s Your Plan for “The Close”?
Challenger is currently conducting a wide-scale study on the current state of negotiations in B2B selling - "Commercial Negotiation" – as we’re…
Virtual Selling That Works: Challenger Strategies for Remote and Hybrid Sales
In recent years, buying and selling have fundamentally shifted toward the virtual realm—and that shift is here to stay. While face-to-face meetings…
Creating momentum and reducing friction to motivate organizational change
In my previous blog on organizational change, we proved that change is hard to do. Organizations can’t just will their employees to change; they…
Aligning Challenger® Skills to Your Sales Process
A certain man wanted to learn to play the piano. He watched skilled players for a while and, assuming that was all there was to it, sat down to…
Rethink Account Plans
As the world confronts the human and economic cost of COVID-19, sales leaders must focus on a strategy to survive and position their businesses for…
Challenger and Sense Maker Go Together Like Steak and Salt
Our Challenger team first provided thoughts on Gartner’s new Sense Maker concept in a blog we published a few months back. Gartner has since…
The 3 Things That Bad Customer Service Coaches Do
Are you convinced that coaching is a waste of time because it doesn’t move the needle on performance? If so, then inadequate coaching is to blame.…
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