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Customer Buying Behaviors

Today’s customers struggle to reach consensus within their buying groups, leading to a high percentage…

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How Do You Sell When Customers Aren't Buying

We discovered one particular seller profile that excelled in complex selling…

Explore the Interactive eBook
The Customer Journey: Who Needs A Sales Process Anyway

Low sales process adherence creates real pain. It limits pipeline transparency…

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Challenger Selling Skills

Selling is more complex than ever before. Sellers who don’t deliver differentiated sales experiences…

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Prioritizing High Performance

What are the positive characteristics a seller must possess in order to be a high performer…

Explore the Interactive eBook
7 Skills Sellers Demonstrate and 6 They Don't

We recently asked commercial leaders to tell us how often they see different sales skills applied in their organizations…

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Challenger™ Activation

Take Challenger from individual capability to organizational strategy with prescriptive, yet flexible, support for your entire enterprise…

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Understanding Your New Customers

To grow as a 161-year-old company, Siemens had to face some hard facts….

Watch the Video
Getting the Challenger Journey Right

Engaging today’s customer requires transforming sales and marketing around…

Download the Whitepaper
Customer Service and Success

Customer service expectations are higher than ever. Missing them is costly…

Customer Service and Success
You Think Your Customer Service is Effortless? It’s Not

If you’ve described your customer service function like this…

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Why Creating an Effortless Experience is Essential

Although our book The Effortless Experience was published a little over five years ago…

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Challenger Selling Foundations + Virtual Coach

Our new virtual training programs blended dynamic virtual content, real-world application, and virtual coaching.

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Deal Accelerator Workshop

Accelerate pipeline progress by applying Challenger skills to live opportunities, receiving guidance from a Challenger Deal Coach, and enabling best practice sharing in a collaborative working session.

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Virtual Training and Coaching Solutions

Challenger has the tools, resources, and support you need to train your virtually sellers to win and thrive during times of uncertainty.

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Challenger™ Activation

A platform to support your 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

Eliminate the guesswork


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. 

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Enable your teams


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

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Develop foundational skills


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.

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Create a coaching culture


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

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Seek peer perspective


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

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Move forward with confidence


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

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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


Commercial Insight Audit Tool

Following the Commercial Teaching “Choreography” is important when providing insight to customers hungry for guidance...

  • Tool
3rd Challenger Pulse Survey Results

Challenger surveyed 139 commercial leaders March 31-April 1, building on data gathered March 6th and...

  • blog
  • Apr 03, 2020
3rd Challenger Pulse Survey Results

Given the rapidly evolving nature of this 'Black Swan' event, we released an updated version...

  • Infographic
The Two Secrets of Virtual Learning Success

Download The Two Secrets of Virtual Learning Success and get the insights you need to...

  • Whitepaper
Five Steps Sales Leaders Should Take NOW – Even in Uncertainty

The outbreak of COVID-19 is affecting business unlike anything we’ve seen in modern history. The...

  • blog
  • Mar 25, 2020
An Update on Coronavirus Pulse Survey Results

Challenger first surveyed a cross section of B2B commercial leaders on March 6th . We...

  • blog
  • Mar 20, 2020
UPDATE Snapshot of Responses to Coronavirus

Given the rapidly evolving nature of this 'Black Swan' event, we released an updated version...

  • Infographic
Tales From the Road: A Story of Hope From the Last Recession

They always say people remember what they were doing when a major catastrophe strikes…think JFK,...

  • blog
  • Mar 18, 2020
Preparing Sales Teams to Work Virtually in Uncertain Times

The outbreak of coronavirus is propelling a lot of B2B commerce toward virtual. In an...

  • blog
  • Mar 12, 2020
A Snapshot of Corporate Responses to Coronavirus

Given its focus on in-person relationships, few functions are more impacted by the emergence of...

  • blog
  • Mar 06, 2020
Bold Decisions During Uncertain Times

I’ve been talking to a number of customer service leaders over the last three weeks,...

  • blog
  • Apr 07, 2020
Customer Service Leaders in Response to Coronavirus

Download the infographic with insights into how customer service leaders and organizations are preparing for...

  • Infographic
Navigating Customer Service and Support in Uncertain Times

It’s safe to say that the first few months of 2020 will not be soon...

  • blog
  • Mar 13, 2020
How to Drive Your AHT Down to Zero

I love Dilbert cartoons. My favorite closely aligns with my day-to-day work and portrays Dogbert...

  • blog
  • Feb 05, 2020
Building the Business Case for Customer Effort

The Building the Business Case for Customer Effort whitepaper breaks down compelling reasons to track...

  • Whitepaper
Key Capabilities to Drive Contact Center Rep Performance

Download the Key Capabilities to Drive Contact Center Rep Performance whitepaper for insights into how...

  • Whitepaper
The Uncommon Customer Experience: Service

Download the Uncommon Customer Experience Service Whitepaper for insights into what's needed to build a...

  • Whitepaper
A Megaphone For Complaints: Social Media’s Impact on Customer Service

You've seen the social media posts that have gone viral when a company's customer service...

  • blog
  • Dec 19, 2019
CCW Austin 2019: Your Customers Don’t Want a Relationship With Your Reps

Last month, a few of us on the Effortless Experience™ team attended Customer Contact Week...

  • blog
  • Oct 24, 2019
The 3 Things That Bad Customer Service Coaches Do

Are you convinced that coaching is a waste of time because it doesn’t move the...

  • blog
  • Sep 26, 2019

“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 Spending Too Much Effort Engaging With Service Reps?

Our portfolio of Effortless Experience™ solutions provides an answer to this burning customer service issue. We provide in-person classroom training, eLearning content, and certification for your service reps to deliver low-effort experiences.

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