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Explore the latest from Challenger
How MSC Built a Sales Coaching and Reinforcement Machine
September 20, 2024
You’ve heard the old joke about how you get to Carnegie Hall. Strangely, the same directions apply…
The New Rules for Account Growth
August 1, 2024
As go-to-market (GTM) teams have grown and evolved, so too have our perceptions of “pre-sale” and…
Don’t Let Reluctant Sellers Derail Your Sales Training
July 2, 2024
Though sales trends may change, sales leaders’ goals remain fundamentally similar: grow pipeline,…
A Sales Leader’s Guide to AI Strategy
June 20, 2024
ChatGPT’s explosive debut in late 2022 changed the way many of us saw artificial intelligence’s…
Three Keys to Maximizing Your Training Investment
June 11, 2024
Any sales leader deserving of that title knows that they need a sales methodology. Sometimes, they…
Why Delivering a Tailored Insight is Essential to Sales Success
May 1, 2024
The 2011 research that inspired “The Challenger Sale” revealed a surprising foundational fact: the…
How Prospect Theory Drives Sales Experiences
April 23, 2024
Last month, I achieved a new personal best at the gym: I hip-thrusted 130kg (that’s nearly 300 lbs…
Tactics for Dialing Up Constructive Tension
April 16, 2024
Let’s start with a familiar scenario. You’re choosing an operating system for your enterprise…
Beyond Borders: Debunking Myths About Challenger in International Markets
March 7, 2024
Editor’s Note: Though regular readers will note that most Challenger articles follow the…
How Sales Leaders Can Unlock Seller Performance in an Uncertain Economy
February 29, 2024
How bad is the economy right now? Well, it depends on who you ask.