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…

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

A Commercial Teaching Message Should Be A Drama, Not A Horror Story

In his new book, This Is Marketing, Seth Godin draws a critical distinction between constructive tension and fear. Commercial teaching focused on…

Read More

Why Salespeople Need to Be Storytellers

If you've read The Challenger Sale, then you know you can't close a sale by simply sharing a business case and a jazzy pitch deck full of charts and…

Read More

What are you waiting for?

Transform your sales team.

The best companies grow, and grow fast, by challenging customers, not by serving them.

Book a meeting