Challenger has the insights and tools you need to navigate the new selling environment

We are currently in a moment of unprecedented social and economic complexity. The combination of a large-scale global pandemic and massive economic disruption has forced businesses to rethink how they do business. Challenger offers a comprehensive suite of ideas, perspectives, and resources to prepare front line sellers, managers and the broader commercial organization for the realities of the new selling environment.

Get Challenger Insights to Manage Complexity

The Challenger blog has the latest in sales, marketing, and customer service insights and research to help you stay ahead of the crisis.

Learn How to be a Challenger in a Virtual Environment

Sales professionals must adapt their Challenger skillset to drive results when selling virtually. Join Ed Carr, a Challenger Advisor and former Chief Sales Officer, as he provides some tactical guidance for applying Challenger in this new environment

Virtual Solutions. Real Results. Prepare Your Teams Now

Get what you need to prepare your sellers to win and thrive during times of crisis with our virtual sales training solution that combines best-in-class digital learning with interactive coaching.

Connect with Confidence at Webinars and Events

Our webinars and events connect you to Challenger team members that give you ideas to help you manage unpredictability and volatility in the current environment.

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.

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From individual capability to organizational strategy

Challenger™ Activation

Eliminate the guesswork

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. 

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Enable your teams

Tools

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

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.

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Create a coaching culture

Coaching

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

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. 

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Move forward with confidence

Diagnostics

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

Resources

6th Challenger Pulse Survey Results

Our previous pulse survey of sales leaders, issued May 6, revealed respondents anticipating that it...

  • blog
  • Jun 09, 2020
6th Challenger Pulse Survey Results

Download the results of the 6th pulse survey now. This series of anonymous surveys to...

  • Infographic
Unlocking Your Team’s Inner Drive, Part 2: Embracing Mistakes

This is the second article in a three-part series, “Unlocking Your Team’s Inner Drive,” from...

  • blog
  • Jun 08, 2020
Breaking Through the CFO’s Budget Firewall: How to leverage recent wins to adapt & scale your go-to-market messaging

Like many folks in Sales who have traveled extensively for business, you may recall when...

  • blog
  • May 22, 2020
Unlocking Your Team’s Inner Drive, Part 1: From Performance to Learning

This is the first article in a three-part series, “Unlocking Your Team’s Inner Drive,” from...

  • blog
  • May 20, 2020
Remove Friction

As the world confronts the human and economic cost of COVID-19, sales leaders must focus...

  • blog
  • May 13, 2020
5th Challenger Pulse Survey Results

Download the results of the 5th pulse survey now. This series of anonymous surveys to...

  • Infographic
5th Challenger Pulse Survey Results

Challenger surveyed 76 commercial leaders on May 4-6. This post look at changes in sentiment,...

  • blog
  • May 11, 2020
Align Insights

As the world confronts the human and economic cost of COVID-19, sales leaders must focus...

  • blog
  • Apr 30, 2020
Challenger Selling in a Virtual Environment

A disruption like we’re seeing now calls for new ideas, processes and approaches to a...

  • Tool
Driving Employee Engagement Remotely – Service Leader Pulse Survey 3 Results

As customer service and support leaders continue to react to and manage through the COVID-19...

  • blog
  • Jun 30, 2020
The Coaching Imperative

Coaching is the top driver of rep performance. Find out why coaching is so powerful,...

  • Whitepaper
The Battleground for Good Customer Service Talent is About to Heat Up

In my previous post about the contact center industry’s response to the global pandemic, I...

  • blog
  • Jun 11, 2020
Coaching Accountability in a Virtual World

Fact: Creating a culture of coaching accountability is hard. Through numerous coaching effectiveness surveys that...

  • blog
  • May 26, 2020
Waning Optimism and Waning Contact Volumes – Service Leader Pulse Survey 2 Results

It has been about six weeks since our first survey results were released detailing service...

  • blog
  • Apr 27, 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
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“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

“The Challenger Deal Accelerator was a truly engaging session that encouraged the team to look at their current pipeline from different angles with the Challenger approach. It was stimulating hard work, that challenged our thinking and led to some tough debates led by an expert Challenger Advisor. It was a key step in supporting our journey to continue sustaining and embedding Challenger skills within SICIT.”

Alessandro Paterniani, Chief Commercial Officer, SICIT

“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
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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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