Challenger Blog

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…

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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…

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Sales mastery

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,…

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Grow Accounts Like You're a New Logo Seller

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…

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a woman speaks before a group of people

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…

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Sales leaders discussing AI strategy in front of a computer

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…

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sales training meeting

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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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.

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Winning the Challenger Sale: Season 2 Replay

Catch up on the 13 episodes of Series 2, Winning the Challenger sale.

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Why Delivering a Tailored Insight is Essential to Sales Success_featured image

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…

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two people having an intense discussion

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,…

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a man and woman having an intense conversation

Tactics for Dialing Up Constructive Tension

Let’s start with a familiar scenario. You’re choosing an operating system for your enterprise company. Your two options are both great companies with…

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three people sitting around a table in business suits

Beyond Borders: Debunking Myths About Challenger in International Markets

Editor’s Note: Though regular readers will note that most Challenger articles follow the conventions of U.S. English, we feel the spirit of this post…

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sales business meeting

How Sales Leaders Can Unlock Seller Performance in an Uncertain Economy

How bad is the economy right now? Well, it depends on who you ask.

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