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…
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…
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