Sales Enablement

More deals today are dying not because buyers prefer a competitor, but because they’re too overwhelmed, risk-averse, or uncertain to make any decision at all. The JOLT Effect explores the reasons behind this: fear of commission and fear of omission. Discover how to overcome them both in B2B Enterprise Sales

Starting enablement initiatives in a growing company can feel like trying to assemble IKEA furniture without the manual (or worse, with one in another language). But with a clear plan, you’ll soon have a team that’s driving real business impact.

Where The Challenger Sale really sets itself apart is in how it structures the conversation — not just what you say, but the order in which you say it. This is what creates the tension, insight, and urgency that drives deals forward.

SPIN is an acronym for the four types of questions great salespeople use to uncover and develop a customer’s needs.