Developing sales people is one of the top three investment priorities for most commercial organizations. And we can understand why. As customer decision-making becomes more complex, they set a higher bar for the skills that they want to see from salespeople. And seller performance in these key skills is down by an average of 40%.
Challenger is the premier sales training, technology and consulting firm that supports the high-performing seller behavior that leads to successful B2B sales. Our approach is backed by years of ongoing quantitative research and based on the best-selling books The Challenger Sale and The Challenger Customer – the most recognized innovations in sales and marketing in the last 30 years.
Learning Delivery
Our training is designed with a holistic learning journey in mind. This involves a mix of learning modalities that are essential for deep learning and retention – and transformation. We engage different learning styles and activate multiple senses to deepen learning, and make it easier to remember and apply.
Instructor-Led Training
Instructor-led sessions and workshops are configured to your business, and built on sound learning principles blended with guided practice and application.
eLearning
We offer a host of on-demand e-learning on our Challenger Activation platform. These build foundational knowledge and opportunity to apply skills to active opportunities.
Hybrid Courses
Our blended learning sequences combine dynamic virtual content, deal-based exercises for real-world application, and virtual coaching with expert Challenger Advisors.
Featured Courses
CHALLENGER NEGOTIATIONS
The Challenger Negotiations program is purpose-built to give B2B sales professionals a full-funnel strategy for managing negotiations.
CHALLENGER SELLING FOUNDATIONS
This course helps sellers learn the skills high performers need to be successful, building their ability to Teach, Tailor, Take Control and manage Constructive Tension.
DEAL ACCELERATOR
Accelerate pipeline opportunities and reinforce learning by applying Challenger principles to complex deals using peer and expert facilitator support.
Sales Transformation Made Easy
Find Your Course
To provide the ideal learning experience, Challenger programs use a combination of digital learning, in-person (live or virtual) workshops, industry and sales model expertise and support resources. We make sure what your people learn is easy to understand and simple to apply.
Training Courses
Marketing Courses
Leading with insights is a proven method to get your customers to take action with you. This workshop will help you apply the Challenger Methodology to build the right insights. You’ll learn what a Commercial Insight is and how it’s different from other, less compelling types of information. You’ll also build that insight into a conversation framework that is particularly effective at shifting your customer’s mindset.
When sales and marketing teams work together, your organization is better positioned to win. Challenger Marketing Foundations helps your team apply a Challenger approach to marketing efforts in alignment with overall commercial goals. Participants will explore the components of Commercial Insight and how they are applied to construct a Content Roadmap. The Content Roadmap is the blueprint for content creation and campaigns. It enables a customer learning journey that changes customer perspective, aligns soundly with sales efforts, and uniquely favors your solutions.
Sales Courses
The Challenger™ Negotiations program is purpose-built to give B2B sales professionals a full-funnel strategy for managing negotiations. Participants learn to create value through each stage of the sales process by leveraging proven Challenger™ Selling skills as part of their negotiation strategy (“Sizing the Pie”) , then capturing this value using frameworks built specifically for B2B selling (“Protecting the Pie”).
The Challenger Approach has been proven to help sellers win even the most complex deal. This course will help you lay the foundation for becoming a Challenger seller, learning the fundamentals of our approach through practical tips and applicable resources. You’ll learn the key skills of a Challenger, focusing on Commercial Teaching and building Constructive Tension. You’ll also learn how to Tailor and Take Control of your customer conversations to drive action.
Accelerate the velocity of your deals by applying Challenger skills to specific sales opportunities. You’ll learn how to apply Commercial Teaching to your accounts, refining and practicing the key skill of disrupting the conversation to upend the status quo. You’ll evaluate your current strategies and uncover fresh ideas to manage critical deals using best practices from the Challenger approach.
A powerful insight that disrupts a customer’s thinking can be the difference between a win and loss. A Challenger seller understands how to use Commercial Teaching and Insight to reframe a customer’s status quo and show the cost of inaction in the customer’s terms. This program focuses on these skills, refining and honing your ability to take control of the conversation to move towards the close.
Closing the deal means finding and engaging the right stakeholders to help you sell. This program helps sellers learn what to look for in stakeholders and how to take control of the process by commercially coaching the stakeholder most likely to take action.
Ideal for organizations who have started on the Challenger Activation Journey, this program helps managers learn and practice ways to engage their teams effectively through high-quality coaching to help seller behavior change stick. With the Challenger skills as the “what” to coach to, you’ll learn how to build an environment of trust, affirm the coaching relationship, give specific feedback, and embed coaching in your workflow.
MEET OUR ADVISORS
Challenger’s global advisor team is comprised of functional experts in Sales, Marketing, and Customer Service. Since 2013, our Advisors have completed over 15,000 training days in 58 countries across the world.