Challenger has developed strategy, training and development for Sales, Marketing and Customer Service teams. Our commercial transformation programs, including message creation, skill development and implementation support, 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.
Your Sales, Marketing and Service functions have one primary thing in common: your customer.
Today's customers spend only 17% of the total buying journey talking directly to suppliers. Engage them with content that helps them learn on their own.
Our Insight
Our Solutions
As many as 70% of marketing professionals report having no formal marketing background. Train and develop them to take a customer-centric approach to their work.
Our Insight Our Solutions
Marketers currently capture, at best, 12% of a customer's mindshare across the buying journey. Use commercial insight to cut through the clutter and drive change.
Our Insight Our Solutions
Customers tune out the majority of content marketing and demand generation activities. Weave commercial insight into all touchpoints of your marketing ecosystem.
Our Insight Our Solutions
Only 33% of organizations are confident in the connection between their marketing activities and business metrics. Adopt a ruthless dedication to review and measurement.
Our Insight Our Solutions
Only 17% of candidates have today's optimal EQ/IQ for selling. Screen for hires with a proclivity to teach and challenge the status quo.
Our Insight Our Solutions
Sellers who don't perform powerful sales experiences won't engage today's customers. Embed in all sellers the foundational skills most likely to generate high performance.
Our Insight Our Solutions
When managers fail to coach, team performance suffers and transformations don't stick. Develop coaching skills and hold managers accountable for using them.
Our Insight Our Solutions
Customers easiest to talk to may not be the best to sell to. Find the optimal stakeholder profile to best progress your opportunities.
Our Insight Our Solutions
New sales behaviors won't embed without dedicated practice, support and success sharing. Ensure that all levels in the sales organization play an ongoing/supportive role.
Our Insight Our Solutions
New customer service behaviors won't embed without practice, support and success sharing. Ensure that all levels in the service organization play an ongoing/supportive role.
Our Insight Our Solutions
The era of checklist-based QA is over. Adopt behavior- and trends-based evaluations to measure performance.
Our Insight Our Solutions
Poor coaching hurts performance nearly twice as much as good coaching helps. Coach in the moment and focus on behaviors that drive desired outcomes.
Our Insight Our Solutions
Soft skills that focus on creating relationships do not reduce customer effort. Train on new-in-kind skills aligned to delivering a low-effort service experience.
Our Insight Our Solutions
Service organizations overestimate the reward for exceeding customer expectations. Adopt a strategy focused instead on providing low-effort service.
Our Insight Our Solutions
84% of customers report a buying journey taking longer than expected, Deliver a sales experience that makes it easier to buy.
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51% of customers tune out your content marketing efforts. Create content that gets their attention.
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96% of customers who experience high-effort service will be disloyal. Focus on reducing the effort.
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Sales, Marketing and Service must work together to bring commercial insight and reduce effort in the customer's buying and service journey.
