Challenger behaviors are 4x more likely to drive high performance.
True behavior change - that produces powerful sales experiences and top line results - comes from a sustained and cross-functional effort across the sales organization.Read the whitepaper
Marketing, Sales and Service must work together to bring commercial insight and reduce effort in the customer's buying and service journey.Read the whitepaper
Our portfolio of Challenger sales solutions includes (i) in-person classroom and workshop development modules; (ii) eLearning, workflow tools, and on-demand content; and (iii) diagnostics and assessment tools. Offerings are typically bundled and can be flexibly deployed, either as fully digital or a combination of in person and digital.
The Insight Moment
Color brings more life to learning
Xerox redefined success when they challenged customers to see the benefits of color in student performance, not the cost of printers and ink.
Lack of management training, a numbers-over-skills focus, and unfamiliarity with complex enterprise deals was causing Xerox to offer customers an uninspired sales experience. But the organization embraced Challenger to address these issues by teaching managers to be better coaches, to identify and cultivate Challenger behaviors, and to innovate in order to move deals through the pipeline.
Xerox moved away from old selling tactics and started challenging their customers with commercial insights. Previously, Xerox sold on one key product feature: generating 90% less waste than laser printing. With Challenger’s help, they uncovered an invisible truth that transformed the way they sold to customers: color enhances learning. In fact, research showed that 77% of students agree color boosts focus, interest, and memory. Deploying this wisdom through the Challenger methodology resulted in a 17% increase in sales.
In the first three months following the rollout of Challenger training to the entire field selling organization in 2013, 90% of participants cited overall performance improvement while attributing $65 million in contract value to the application of these new skills on live accounts.
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
More than just a book, The Challenger Sale has evolved into a new and different approach to deliver an uncommon experience to customers. Buyers are demanding a better sales experience.Learn More