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…
Entertaining The Right People: Understanding The Challenger Customer
When trying to engage a particular prospect, most sales people have historically started by asking themselves this question:
Sellers: You’re Not Getting in Early – We Have Proof
Buyers leave vendors out of problem identification 90% of the time. Recently, we discussed how buyers go out of their way to limit the number of…
3 Ways First Sales Interactions Are Fundamentally Flawed
When we start the Challenger journey with organizations and spend time with their sales teams, we often observe salespeople conducting first sales…
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The best companies grow, and grow fast, by challenging customers, not by serving them.