The Challenger Sale changed the way many B2B sales organizations think about selling. Instead of assuming that the best salesperson

Challenger Sales is built around a simple but demanding idea: great salespeople do more than respond to what buyers already

Sales training has changed significantly in the last few years. A salesperson can watch a training video, read a playbook,

Sales coaching has changed quickly. A few years ago, most sales organizations relied on manager-led role plays, classroom training, recorded

AI is changing sales training quickly. Instead of asking new representatives to memorize a sales script, sit through another presentation,

Confidence is one of the first things a new sales rep is told to develop. Be confident. Sound more confident.

Learn the product. Memorize the pitch. Understand the CRM. Practice a few objections. Then start talking to customers. That is

They know the product. They have learned the pitch. They have practiced the objection-handling framework. They may even be able

One of the hardest decisions for a sales manager is knowing when a new rep is ready to speak with

Hiring a new sales rep can feel like the hard part. In reality, the harder question comes next: When are