Stop pitching AI. Start teaching it: The Challenger Way
Key takeaways Most AI deals stall because buyers don’t know how to buy, not because of product limitations. Traditional feature-based pitches…
Sales Transformation: How to Build Predictable Growth
What Is Sales Transformation? Sales transformation is more than a new process or technology—it’s a fundamental shift in how organizations sell, lead,…
How To Win Negotiations Like a Challenger
There’s no win more satisfying — and no loss more frustrating — than one you’ve spent months negotiating. Sales leaders know that the desire to close…
How Aerogen Invested in Sellers Through Challenger Experience Training
Transitioning a company to a new selling style is no small undertaking. But for Aerogen, a global medical device company headquartered in Galway,…
Enabling the Challenger: How Nuix Drives Sellers to Reach New Heights
We’ve often focused on the importance of reinforcement after introducing Challenger, with guidance on gaining buy-in, coaching, and increasing…
Three Key Challenger Skills for Motivating Buyers
Every seller knows that sinking feeling: realizing a deal they thought was progressing apace has slid off the rails. Maybe your main contact suddenly…
How Prospect Theory Drives Sales Experiences
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
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…
Challenger Sales in Europe: Why the Challenger Methodology Works Beyond the US
Can Challenger Sales Work in Europe? Many European sales leaders ask, “Is the Challenger Sales Model too American?” The truth is, Challenger works…
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