How Aerogen Invested in Sellers Through Challenger Experience Training
Transitioning a company to a new selling style is no small undertaking. But for Aerogen, a global medical device company headquartered in Galway,…
Enabling the Challenger: How Nuix Drives Sellers to Reach New Heights
We’ve often focused on the importance of reinforcement after introducing Challenger, with guidance on gaining buy-in, coaching, and increasing…
Don’t Let Reluctant Sellers Derail Your Sales Training
Though sales trends may change, sales leaders’ goals remain fundamentally similar: grow pipeline, close deals, increase revenue. Perhaps that’s why…
How to Select the Right LMS For Your Revenue Teams
True learning is not a one-and-done endeavor. Gartner found that without reinforcement, learners lose 87% of what they learned after 30 days, and in…
5 Steps Leaders Should Take in Times of Uncertainty
In today’s economic climate, sales leaders face a unique set of challenges, and the landscape continues to change rapidly. With market…
Supply and Demand: Is Transparency the Cure?
Some Key Questions Suppliers Need to Ask Themselves in 2022 It seems impossible, now that we’re in 2022, to have any conversation about business…
What’s Your Opening Move?
A client of ours recently told us he has a chessboard in his office because there were so many parallels to sales. I paused, but it didn’t take me…
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…
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