Challenger Selling

Buyers think they already know the answer. Coach reps to lead with insights that reframe the problem.

Coach your team to teach, tailor, and take control of every conversation. This initiative focuses on helping reps use data, industry insights, and provocative stories to reshape how buyers think about their problems. Hive grades each call on whether reps led with insight rather than questions, used relevant data points to challenge assumptions, tailored the message to the buyer's specific context, and maintained control of the conversation flow. Reps receive coaching on building stronger commercial teaching moments and crafting reframe narratives that shift buyer thinking. Ideal for teams selling into mature markets where buyers think they already know the answer.