Challenger

What if one insight could transform your sales strategy for 2025? Early this year, Richardson and Challenger surveyed sales and enablement leaders and uncovered a surprising finding that could reshape how teams engage with hesitant buyers. Join us on April 11 at 11 a.m. ET to hear what we learned from the 2025 Selling Challenges Research Study. In this upcoming webinar, “Navigating the Buyer Confidence Crisis,” we’ll unpack how to: ??Break through to risk-averse, hesitant buyers at any sales stage ??Unstick customers with effective messaging, delivered to the right stakeholders at the right time ??Use the cost of inaction to drive buyer action ?? Click the link below and register now to join live or watch the replay! #Challenger #Richardson #SellingChallengesResearch #buyerconfidence #sellingskills

The Go-Getter is the most effective customer archetype when it comes to driving change in a buying group. When this Mobilizer understands the business value of your proposal, they are relentless and skilled at turning even ambiguous ideas into working plans. To make the most of your partnership with the Go-Getter: ? Remember this Mobilizer prioritizes “we” over “me.” You can build their trust by sharing hard facts and figures about business improvement. ? The Go-Getter's focus on rationality and planning often comes at the expense of storytelling skills. To help them sell an internal case for change, provide them with a clear vision and help them build an emotional appeal. ? Go-Getters can falter when they drive change too aggressively and fail to consider the needs of other stakeholders. Help them spot and identify these blind spots as you progress through the deal. For more on the Go-Getter, check out “The Challenger Customer.” #Challenger #ChallengerGoGetter #ChallengerCustomerArchetype

Excellent selling skills and excellent coaching skills are not the same thing. The reality of complex B2B selling and constant shifts in the market means star sellers can’t rely on what worked when they carried a bag. Learn more in this clip from our on-demand webinar -> For more, check out our on-demand webinar below! #coachingskills #coaching #salescoaching

Where do you turn if you’re a Challenger-trained coach or leader looking to improve coaching interactions — like, yesterday? Challenger’s PAUSE framework helps coaches bridge skill gaps. In our latest article, we make the case for building coaching skills with this framework. Read now at the link in the comments below ?? #Challenger #PAUSEframework #coachingskills #salescoaching

In our latest webinar, "Effective Coaching Strategies that Unlock Seller Performance," we asked participants what they think organizations can do to better support coaching in their sales culture. Their insights revealed one overarching truth: organizations need to shift their coaching mindset. Sir John Whitmore, author of Coaching for Performance, summarizes what this shift looks like: "Coaching is unlocking a person's potential to maximize their own performance. It is helping them to learn rather than teaching them." Learn more about the power of effective coaching and how to implement it into your organization by watching the full webinar, linked in the comments below ?? #salescoaching #salesmanagement #salesmanagers #coaching

Last month Meritage Homes brought together top operations and sales leaders for an incredible two-day National Operations & Sales Leadership Conference in Scottsdale, AZ. Challenger team members Nicole Niemiec and Evan Valk lead a dynamic session on Coaching Reinforcement—diving into "the case for coaching" and practical strategies to develop Challenger skills, with a strong focus on Commercial Insight. Congrats to the Meritage Homes team on a successful 2025 conference! #Challenger #MeritageHomes #coaching #salescoaching

The "Teacher” customer archetype brings enthusiasm and passion to sales interactions. They’re skilled in persuading and advising their team, and when you provide them with a clear project plan and timeline, this Mobilizer can get stuff done. Other tips for working with the Teacher: ? While the Teacher effetively drives change, they sometimes lack project management skills. To keep your project moving forward, stick with their vision – but provide clear deadlines and a strong project plan. ? Unlike other Mobilizers, the Teacher has a tendency to share stories and opinions instead of facts and tasks. Don't be deterred. With the right guidance, they can still effect change nearly as well as the Go-Getter. ? The Teacher’s tendency to manage through excitement might cause them to gloss over internal objections. Get ahead by proactively providing supporting research to address potential roadblocks. For more on the Teacher, check out “The Challenger Customer.” #Challenger #Challengerarchetipes #TheChallengerCustomer

Organizations know better coaching leads to greater ROI, but so many struggle to implement an effective coaching strategy. In our latest webinar, participants shared their most common barriers to effective coaching. See any patterns? If your organization struggles with the same roadblocks, learn how to overcome them in our on-demand webinar, “Effective Coaching Strategies that Unlock Seller Performance.” Click the link in the comments to watch the webinar and discover strategies for building an effective coaching program that sustains high-performing sellers. #salescoaching #salesmanagement #salesmanagers #coaching

When strong coaching connects to revenue outcomes, sellers advance more deals at a faster pace, leading to accurate forecasting and revenue growth. Yet only 34% of sellers report getting enough coaching support. Organizations need a way to break this cycle of ineffective coaching execution. Challenger’s coaching workshops ensure your managers focus on the right coaching conversations, transforming frontline managers into sales mentors with skills like developing trust, asking powerful questions, and partnering with sellers. The result is a consistent, high-quality coaching philosophy. Learn how to turn your sales managers into revenue multipliers by downloading our coaching program catalog, linked in the comments below. #Challenger #coaching #salescoaching #salesmanagement

Want to drive unbelievable ROI on your sales training? Sales coaches hold the key. Research from Training Industry reveals top sales managers drive a 72% win rate compared to the average of 42%. Gartner found that effective coaches significantly influence seller retention rates among core and star performers. However, many organizations struggle to implement strong sales coaching – with less than 10 percent of sales managers’ time devoted to coaching. In our latest white paper, we reveal exactly how much devaluing sales coaching costs your organization and offer a path to higher win rates, better seller retention, and stronger sales culture. Scroll through for a sneak peek and download the full white paper at the link below. #Challenger #Richardson #RichardsonSalesPerformance #coaching #salescoaching #salesmanagement