Challenger Blog
The Reframe: June 2026
Tailoring for adoption, Challenger-style Older generations love to help younger ones put their problems into perspective—often with some version of…
Why Challenger? A Guide for Sales Leaders Evaluating Challenger Sales Training
B2B sales leaders are under pressure to help their teams do more than manage relationships, respond to buyer requests, and explain product value. In…
What Doctors Wish Medtech Reps Understood
Doctors are telling medtech reps what is not working.Direct physician feedback reveals a clear pattern: product pitches, generic lunch-and-learns,…
Modern Medtech Sales: Why Discovery Alone No Longer Wins the Room
Medtech buyers have changed. Too many sales conversations have not.Today’s medtech sellers are navigating harder HCP access, more stakeholders,…
The Reframe: May 2026
How Challengers Approach Behavior Change We tend to roll out sales training with the energy and enthusiasm of the first day of school. This year…
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.
The Reframe: April 2026
The Challenger Skills We’re Still Struggling with in 2026 Challenger research dates back to 2009. A lifetime ago, right? And yet, sellers in…
Challenger Selling for a More Complex 2026
Though the past year has been filled with innovation, the AI boom, and economic uncertainty, many of the challenges that 2026 has presented are not…
The Reframe: March 2026
Proving ROI to the Mobilizers Who Matter The rebrand of sales training -> commercial transformation is real, and it can make a relatively…
AI Isn’t the Advantage—Human Brilliance Is
There’s a growing belief in B2B sales that AI is the answer to everything. New tools, new promises, and new automation appear almost daily—each…
AI Can Power the Sale—But Human Sellers Still Win the Moments That Matter
Artificial intelligence is rapidly changing how B2B sales organizations operate. From account targeting to outreach optimization, AI is helping…