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…

Read More

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…

Read More

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"…

Read More

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…

Read More

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…

Read More

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…

Read 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,…

Read More

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…

Read More

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

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