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…
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…
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…
8 Dos and Don’ts of Challenger Messaging
How do you take a commercial insight and make it as impactful and disruptive as possible to get the message across to your customers? In this post,…
SAP and The Challenger Sales Methodology
A Memorable Transformation Experience Our team has spent a few very enjoyable years implementing the Challenger concept in SAP. The following post is…
Be Assertive, Not Aggressive. Taking Control of the Sale.
What does "taking control" really mean? Starting up a new blog for Challenger has me reading a lot of content from our years as part of CEB and…
What are you waiting for?
Transform your sales team.
The best companies grow, and grow fast, by challenging customers, not by serving them.