Instructor-Led Training and Workshops

Instructor-led Challenger Training Sessions and Workshops are configured to your business and built on adult learning principles blended with guided practice and application.

Foundational eLearning modules and awareness activities available on the Activation platform prepare participants to get the most out of their classroom experience, while comprehensive post-session application exercises and measurement tools ensure learning is put into practice.

Delivery Options:

• Challenger Advisors to facilitate on-site

• Train the Trainer to facilitate in-house

The Challenge Yourself workshop allows sellers to learn and practice the core Challenger sales skills to disrupt the customer status quo in their favor. 
The Activating Customer Mobilizers workshop teaches sellers to identify the stakeholders who are most likely to drive change in a buying group and then coach these stakeholders to progress opportunities in the pipeline.
Commercial Teaching & the Sales Conversation teaches sellers to refine the skill of Commercial Teaching, focusing on key competencies such as disrupting the status quo, creating demand and making a case for change. 
The Challenger Deal Accelerator workshop allows teams of sellers and managers to roll up their sleeves and focus on applying Challenger skills to specific deals in order to “unstick” them. 
The Challenger Storytelling course teaches front-line sellers the fundamentals of storytelling in the sales context, with exercises on practical story development to be used in sales conversations that build emotional connection with customers and drive outcomes. 
Front-line Sales Managers explore sales coaching best practices in the Coaching to the Challenger and Revisiting Coaching Principles workshops, and learn valuable frameworks for coaching interaction preparation and facilitation along the way.
Challenge Your Team takes front-line managers’ coaching abilities to the next level by teaching them how coach their team on more advanced concepts like stakeholder management and sales innovation.
Participants are introduced to the building blocks of disruptive commercial messaging and how to embed insight-led messages into marketing and sales content in the Challenger Messaging Foundations workshop.
The Challenger Messaging Engagement is a workshop-style session that produces three field-ready Commercial Insights to be used when targeting high-priority customer segments. 

Want to get started with Challenger?

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Spotlight

Deal Accelerator Workshop

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

Client Testimonials

“We chose Challenger at a time when the industry is competitive, products are being commoditized, and buyers are looking to sellers for much more than product knowledge. Integrating it through Sales, Marketing, and Service helps us have a common understanding of how we approach our industry and has differentiated us. After our first full year with it, we’re even more excited for the future.”

Barry Swihart, Senior VP of Sales, Odysseyware

“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

“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

Resources

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
Turn an Individual Capability Into an Organizational Strategy with Challenger™ Activation

When The Challenger Sale hit bookshelves in 2011, it ended the decades-long anticipation for the next true breakthrough in the world of professional selling. Challenger...

  • blog
  • Feb 18, 2020
Introducing Challenger™ Activation

  • Video
Challenger’s Six Pillars of Commercial Transformation

In a world where 38% of major purchase efforts end in 'no deal', companies find...

  • blog
  • Feb 12, 2020
Prioritizing High Performance Webinar: Part One

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

  • Webinar