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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….

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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™ 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.

Our Advisors Can Meet You Anywhere

Challenger and Effortless Experience Advisors bring practical experience and senior business leadership to every live training or workshop event.

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


Culture Will Make or Break Your Company. So What Are You Doing About it?

What separates great companies from good ones?  It’s one thing to succeed with a handful...

  • blog
  • Feb 27, 2020
Introduction to Insight-Led Messaging

  • Whitepaper
Sell Your Products By Not Selling Your Products

In this series, we explore the 7 Deadly Sins of the Australian Sales Conversation. Today’s...

  • blog
  • Feb 27, 2020
The Challenger Experience

The Challenger Experience interactive eBook explores customer experiences with Challenger through varied case studies, main...

  • Interactive eBook
On-Demand Webinar: Creating the High Conversion Sales Experience

Access this webinar to learn and understand the sales levers you can pull to drive...

  • Webinar
The Danger of Coffee Catch-Ups – How Free Coffee is Losing Deals

In this series, we explore the 7 Deadly Sins of the Australian Sales Conversation. The...

  • blog
  • Feb 25, 2020
How to Build Effective Marketing Campaigns that Lead to Increased Conversion Rates

  • Video
Arco Presentation: Challenger Sales and Marketing Summit

Watch this main stage session to learn about Arco’s journey toward a unified commercial strategy.

  • Video
Prioritizing High Performance Webinar: Part Two

Access the replay from our latest webinar series to learn new insights that reveal true...

  • Webinar
The Challenger Sale: Appendix Guides

Access the four guides found in the appendix of The Challenger Sale book.

  • Guides
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
Between a Rock and a QA Hard Place

I overheard a conversation about QA at one of our client's sites recently: "Have you...

  • blog
  • Aug 16, 2019
Spotlight: Challenger Model Applied in Law firms Delivers Growth

How McDermott, Will & Emery took a progressive approach to challenge conventional thinking and drive...

  • blog
  • Aug 08, 2019
Are you missing something in your VOC research?

If you Google “Voice of the Customer Tools”, you get 256,000,000 search results. It’s clear...

  • blog
  • Aug 01, 2019

“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

“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

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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