Challenger Blog

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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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…

Read More

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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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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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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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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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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Growing B2B Buying Groups Are Driving Purchasing Gridlock

Since we began tracking B2B buying behavior more than ten years ago, the market, technology, and buying cycles all ballooned in complexity. Yes,…

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Take These Steps to Improve Forecast Accuracy

If you made it this far, you lived through 2023. That accomplishment alone means you probably don’t need us to tell you that “accurate sales…

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How to Select the Right LMS For Your Revenue Teams

True learning is not a one-and-done endeavor. Gartner found that without reinforcement, learners lose 87% of what they learned after 30 days, and in…

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two young women, one with short brown hair and one with long brown hair, look at a laptop while sitting together at a table

Balancing the Art and Science of Selling

What do color theory and sales have in common? They are both a combination of art and science designed to achieve a specific result and enact a sense…

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two women and one man looking at a bunch of post it notes on a glass board

How Challengers Thrive in a Fear-Driven Market

You know your territory. You memorize your conversion rates. Every time you pick up the phone or check your email, your prospects are positive,…

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