CHALLENGER SALES™

Change the conversation. Change the game.

More Consensus, Longer Decision Cycles

Selling is more complex than ever before.

84%
of customers report a buying journey taking longer than expected
1.98x
Actual buying journey length compared to expected length
6-10
Number of stakeholders involved in a complex B2B decision
60%
Lower likelihood of closing a high quality sale with more stakeholders
CHALLENGER BEHAVIORS MOVE CUSTOMER BUYING GROUPS TO ACTION

CHALLENGER BEHAVIORS MOVE CUSTOMER BUYING GROUPS TO ACTION

Challenger behaviors are 4x more likely to drive high performance.

Screen for the right raw material talent

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.

Develop new foundational selling skills

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.

Coach the change in seller behavior

When managers fail to coach, team performance suffers and transformations don't stick. Develop coaching skills and hold managers accountable for using them.

Bring your sales experience to the right people

Customers easiest to talk to may not be the best to sell to. Find the optimal stakeholder profile to best progress your opportunities.

Sustain new behaviors over time

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.

Challenger in the Sales Function

True behavior change - that produces powerful sales experiences and top line results - comes from a sustained and cross-functional effort across the sales organization.

Powerful Insight, Less Effort

Marketing, Sales and Service must work together to bring commercial insight and reduce effort in the customer's buying and service journey.

Quad Half Moon

Our Sales Solutions


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.

OUTCOMES DRIVEN BY HUMAN PROOF

Results at 120 days after adopting Challenger behaviors.

$13M
Maximum seller impact
46%
Previously stuck deals advanced
15X
Median ROI in top-line revenue
sales-path-copy-image-903fdfb468
sales-path-copy-image-903fdfb468

The Insight Moment

Color brings <span>more life </span>to learning

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.

MEETING THE CHALLENGE

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.

MAKING THE PIVOT

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.

GROWTH REDEFINED

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.

Quote

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

Sales Book

A decade of wisdom

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.

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