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…
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,…
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…
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…
Want Account Growth? Make Your Business Indispensable
Today’s market is complex and unpredictable, but one thing is certain — retention matters more now than ever before. By embracing the role of a…
How to Perform Win/Loss Ratio Calculations & Why You Should
If you work in sales, we don’t need to tell you that conducting regular lost sales analysis is an essential part of doing business. Win and loss…
Commercial Teaching: More Than Just An Early-Stage Strategy
In our most recent Winning the Challenger Sales Webinar, we went deep on "Discovery" calls and shared some tips for how to leverage "high-gain"…
How Do Challengers Negotiate?
“The first step is the hardest”. It’s what we say to encourage each other to get going. The same is true in sales. Shifting the customer’s initial…
Challenger Skills Part 3: Which Skills Are Most Important in 2021?
This post concludes a series we began a few weeks ago: Our first post looked at the distribution of sellers by profile in 2020, using the same…
Challenger Skills Part 2: What has changed in 2020?
Last week, I shared a snapshot of our ongoing Challenger assessment data and how Challengers in 2020, moving into 2021, are disproportionately more…
What are you waiting for?
Transform your sales team.
The best companies grow, and grow fast, by challenging customers, not by serving them.