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…
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…
The Death of Discovery: 4 Sales Questions You Need to be Asking
Whether you’re asking the classic discovery question of “What’s keeping you up at night?”, or the more updated Consultative Selling query of “How can…
Salespeople: Don’t Let Titles Fool You, That VP or CEO You’re Chasing Could be a Dud
In the sales profession, we've spent a long time training our people to find senior decision makers in the customer's organization. As we’ve…
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