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’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…
Challenger Selling in a Virtual (Pandemic) Environment
For months now the most frequent request Challenger has received is for resources to help sell in a virtual environment. It’s been six months and…
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’s Six Pillars of Commercial Transformation
In a world where 38% of major purchase efforts end in ‘no deal’, companies find that they badly need to do something different to…
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…
Challengers Make Sense
Many of our clients have asked us to interpret the 2019 Gartner for Sales Leaders study of “Givers”, “Tellers”, and “Sense Makers”. These are…
Customer Always Right vs. Customer Comes First – Turns Out There’s a Big Difference
When attempting to get Challenger right, remembering the key principles on change management is important…you need to know where you want to go and…
Thought Leadership vs Commercial Insight: The Hard Truth
Today’s sales leaders and marketers spend a great deal of time discussing the changes in customer buying behavior. Customers are engaging later in…
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