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 win loss 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…
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…
Virtual Selling That Works: Challenger Strategies for Remote and Hybrid Sales
In recent years, buying and selling have fundamentally shifted toward the virtual realm—and that shift is here to stay. While face-to-face meetings…
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…
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