Challenger Blog
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 sales experience is the single biggest driver of…
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 sales experience is the single biggest driver of…
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 for our American readers). To put it into context,…
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 company. Your two options are both great companies with…
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 conventions of U.S. English, we feel the spirit of this post…
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.
Growing B2B Buying Groups Are Driving Purchasing Gridlock
February 16, 2024
Since we began tracking B2B buying behavior more than ten years ago, the market, technology, and buying cycles all ballooned in complexity. Yes,…
Winning the Challenger Sale
Tune into our series of webinars to learn how to win deals and improve your selling capabilities.
Winning the Challenger Sale: Season 3 Replay
Catch up on all of the episodes of Season 3, Winning the Challenger sale webinar series.
Winning the Challenger Sale: Season 2 Replay
Catch up on the 13 episodes of Series 2, Winning the Challenger sale.
Take These Steps to Improve Forecast Accuracy
February 9, 2024
If you made it this far, you lived through 2023. That accomplishment alone means you probably don’t need us to tell you that “accurate sales…
How to Select the Right LMS For Your Revenue Teams
February 2, 2024
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…
Balancing the Art and Science of Selling
January 30, 2024
What do color theory and sales have in common? They are both a combination of art and science designed to achieve a specific result and enact a sense…
How Challengers Thrive in a Fear-Driven Market
January 23, 2024
You know your territory. You memorize your conversion rates. Every time you pick up the phone or check your email, your prospects are positive,…
How “Positive Paranoia” Keeps Sellers Sharp
January 16, 2024
The best salespeople take on the Tom Brady mindset. After playing college football at Michigan, Tom Brady was selected by the New England Patriots in…