The Complex Sale Made Simple.

Challenger is the global leader in training, technology, and consulting to win today’s complex sale. Our sales transformation and training programs are supported by ongoing research and backed by our best-selling books, The Challenger SaleThe Challenger Customer, and The Effortless Experience.

Get Challenger Insights to Manage Complexity

The Challenger Blog has the latest in sales, marketing, and customer service insights and research to help you manage the moments that matter.

Calculate Your Cost of 'No Decision'

38% of today's deals end in 'No Decision'. Use our cost calculator to determine how much these outcomes are costing you.

Learn What Others Have To Say About Challenger

Whether it's developing salespeople, building commercial messaging, or transforming a go-to-market strategy, organizations large and small use Challenger to great success.

Connect with Confidence at Webinars and Events

Our webinars and events connect you to Challenger team members who give you ideas and action steps to manage a complex environment.

Sales Transformation Made Easy

Challenger™ Activation is a platform that supports your full Challenger commercial strategy. It includes expert advice, interactive elearning, tools and community events to scale and sustain Challenger in your organization.

From individual capability to organizational strategy

Challenger™ Activation

Advice

The Challenger team of consultants and advisors is always available to guide you and your team. We prescribe pathways and give answers to pressing questions as they arise. 

Tools

An on-demand suite of tools, frameworks and templates embed Challenger behaviors in your organization’s daily workflow. 

eLearning

A robust eLearning library allows you to deliver a flexible, yet engaging, learning experience across your entire organization.  Bite-sized modules are ideal for busy teams on-the-go.

Coaching

A library of coaching-specific virtual learning tools, and exercises support managers in their critical role as Challenger coaches. 

Events

Become part of the Challenger Connect community. Learn together with peers from other organizations in live and virtual events, and an online discussion forum. 

Diagnostics

Diagnostics and assessments enable you to set baseline measurements and track progress and success over time. 

Challenger is built on a foundation of world class research and best-selling books.

Our training and consulting solutions, targeted at sales and marketing, and customer service professionals have provided performance improvements and significant financial results to hundreds of clients around the world.

Each program is supported by ongoing research and backed by our best-selling books The Challenger Sale, The Challenger Customer, and The Effortless Experience.

Expert Advisors. Proven Success.

Challenger and Effortless Experience Advisors bring practical experience and senior business leadership to every training.

Meet our Advisors
Tyrone Edwards

Former SVP of Sales, Merck

Marcelo Morichi

Principal, Watershed Associates, Inc

Ines Ochin

Former Global Sales School Learning Consultant, IBM EMEA

Casey Banta

Principal & Founder, Beyond Orange LLC

Resources

Challenger Skills in 2021: Video Reviews

We know some of you are moving a mile-a-minute and many of you only have...

  • Video
Challenger Skills in 2021: Part 3

This post concludes a series we began a few weeks ago: Our first post looked...

  • blog
  • Feb 23, 2021
Are your sellers showing up in the moments that matter?

A sales leader from a mid-sized, U.S. based SaaS company recently asked me: “How should...

  • blog
  • Feb 18, 2021
TEMPO Diagnostic Tool

The TEMPO diagnostic tool is designed to help sales leaders decide which sales “experiences” to...

  • Calculator
Challenger Skills in 2021: Part 2

Last week, I shared a snapshot of our ongoing Challenger assessment data and how Challengers...

  • blog
  • Feb 16, 2021
Challenger Skills in 2021: Part 1

2020, it seems safe to say, will be remembered as a year when events conspired...

  • blog
  • Feb 09, 2021
2021 Pulse I Survey Results

It’s 2021, and Challenger is looking forward. This year, we are seeking to understand the...

  • Infographic
First 2021 Challenger Pulse Survey

One Presidential inauguration, several COVID vaccines, and an enthralling short squeeze involving GameStop later, and...

  • blog
  • Jan 29, 2021
2020 Year in Review | Creating Demand in the New Normal

2020 was a year in which we were forced by circumstances to revise all of...

  • Video
Press Release: Standard Bank Wealth & Investment and Challenger Partnership

  • Press Release
Effortless Experience Resource Center

The TEMPO diagnostic tool is designed to help sales leaders decide which sales “experiences” to...

  • resource
Top Effort Drivers to Avoid? YES PLEASE!

Once again, Matt Dixon, Chief Product and Research Officer at Tethr (and co-author of our...

  • blog
  • Feb 26, 2021
Effortless Experience How-To Videos

We know some of you are moving a mile-a-minute and many of you only have...

  • Video
The Science of Positive Language in Customer Service

Take a second and think about a time when you were trying to make plans...

  • blog
  • Feb 11, 2021
Why We Decided to Remove Issue Diagnosis from the QA Scorecard

Quality assurance (QA) has long been considered one of those necessary evils of the contact...

  • blog
  • Jan 22, 2021
Your Customers Need a Consultant

Customer service training has historically been focused on soft skills - teaching reps to be...

  • blog
  • Dec 08, 2020
Are You Expecting an Effortless Black Friday?

Ahhh, Black Friday.  A day that historically kicks off the holiday shopping season with massive...

  • blog
  • Nov 09, 2020
Customer Service: Greasing the Wheels of Wallet Spend

Last year, I had a bad customer service experience. It was a months-long struggle to...

  • blog
  • Oct 29, 2020
Effective Virtual Training: Lessons Learned (Part One)

Work-from-home programs have long been popular in contact center organizations for numerous reasons (employee engagement...

  • blog
  • Oct 19, 2020
Still Waiting for the Elusive Return to “Normal”: Fourth Service Leader Pulse Survey Results

As we wind down the summer, the Effortless Experience team at Challenger deployed our fourth...

  • blog
  • Sep 14, 2020

“The Challenger approach has important foundations that exemplify how we at Standard Bank prioritise our clients and provide them with a value driven experience at every point.”

Standard Bank Representative

“It was impressive how a well-prepared Challenger approach worked with this important customer which hadn’t considered us for several years. The team identified the right moment to attack, collaborated with the customer to resolve their issues, and finally closed the deal!”

Bernd Stenger, President, Heraeus Epurio

“Our sales force has embraced the Challenger Approach, which has enabled them to engage the customer in a Conversation Choreography comprised of Insight and thought leadership.  These impactful conversations have resulted in big wins around the globe.”

Michael Adley, Director, Global Sales Enablement, Ericsson

“We went through virtual training with Challenger in March.  As a company that knows firsthand the common pitfalls of virtual demonstrations, we were thrilled with how our Challenger facilitator kept everybody engaged throughout the session.  Our team felt like we had just experienced the future of training in this virtual environment.

Tracey Gatland, Managing Director, GRAPHISOFT North America

“Watching our best & brightest embrace the techniques of Challenger to disrupt the Status Quo was rewarding as well as enlightening.”

Jennifer Caldarella, Managing Director, Willis Towers Watson

“This investment in coaching, and the overall development of our people, has changed the culture of our call center. You can see it in the data and out on the floor every day in how we help customers.”

Jim LeMere Director, Northwestern Mutual

“Challenger Selling has significantly contributed to our revenue streams from both new opportunities and additional business generated from existing customers. SAP’s global, unified rollout of Challenger to our sales organization and management was the key driver to delivering extensive customer impact.”

Rainer Stern, Global VP Sales Leadership Programs, SAP

“As a premium provider in our space, our service experience is a true opportunity to differentiate. We saw a 20% reduction in escalations, which means we are solving customer problems the first time around. In fact, our customer VOC reflects that our reps are proactively solving problems before they are a challenge for our customers.”

Randy Kobat, SVP Retail Solutions vAuto

“The Challenger Sale speaks to the core of how we’re engaging with our clients. We want our sales force to deliver insight and value, not sales pitches. That’s why our entire organization is being trained on the skills and behaviors that make Challengers successful. “

Kevin Warren, President US Client Operations Xerox

Are Your Customers Tired Of Your Service Experience?

Your customers are probably asked to put in too much effort. Our Effortless Experience™ solutions provide in-person classroom training, eLearning, and certification for service reps.

Learn More