CEB is one of the largest companies providing global sales training. Most of the CEB methodology revolves around the “Challenger Model” which was internally developed and well recognized in the sales industry. The model categorizes salespeople into five different categories (relationship builders, hard workers, lone wolves, reactive problem solvers, and challengers). As you can assume by the name, according to their research the Challengers outperform the other selling types across almost any industry. They use their deep understanding of their customers business to push their thinking and take control of the sales conversation.