Training & Development
Learn, sustain, and apply the Challenger approach with proven sales training and development
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.
Our sales training programs are 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 sessions and workshops are configured to your business, and built on sound learning principles blended with guided practice and application.
We offer a host of on-demand professional sales courses on our Challenger Activation platform. These build foundational knowledge and opportunity to apply skills to active opportunities.
Our blended learning sequences combine dynamic virtual content, deal-based exercises for real-world application, and virtual coaching with expert Challenger Advisors.
The Challenger Negotiations sales training program is purpose-built to give B2B sales professionals a full-funnel strategy for managing negotiations.
This professional sales training course helps sellers learn the skills high performers need to be successful, building their ability to Teach, Tailor, Take Control and manage Constructive Tension.
More than just a sales training seminar, this program will help you accelerate pipeline opportunities and reinforce learning by applying Challenger principles using peer and expert facilitator support.
We have partnered with ScholarSite to provide individual salespeople with the opportunity to learn the fundamentals of the Challenger approach directly from Matt Dixon (co-author of “The Challenger Sale”) and Ramsey Jay, Jr. (one of our most acclaimed Challenger Advisors) in a public cohort on the ScholarSite platform. Click here to learn more.
To provide the ideal learning experience, Challenger training use a combination of digital learning, in-person (live or virtual) workshops, industry and sales model expertise and support resources for sales organizations. We make sure what your people learn is easy to understand and simple to apply.
Learning Outcomes
Leading with insights is a proven method to get your customers to take action with you. This sales training class 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.
Learning Outcomes
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.
Learning Outcomes
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”).
Learning Outcomes
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.
Learning Outcomes
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.
Learning Outcomes
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.
Learning Outcomes
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.
Learning Outcomes
This learning course helps managers identify effective Challenger behaviors across their sales teams and shows them how to prepare to coach across various learning styles and sales situations. Coaches will learn how to appraise their team against the Challenger Skills of Constructive Tension, Teaching, Tailoring and Taking Control, and personalize coaching approaches to each direct report’s situation and to specific Challenger skill opportunities.
Take your Challenger skills to the next level with our advanced learning options: Level Up Workshops. Instructor-led, small-group working sessions designed to help sellers identify and execute in the moments that matter across the sales cycle.
Aligned to our TEMPO (TARGET, ENGAGEMENT, MANAGE, PLAN TO CLOSE, OPERATE & GROW) framework, your sellers will put their skills into action as they prepare for real-life situations using foundational Challenger principles.
Learning Outcomes
Learn how to use research and industry trends to help you understand your buyers’ needs and prepare for real-life situations.
Learning Outcomes
Learn how to capture attention with cold outreach and get buyers take a meeting.
Learning Outcomes
Learn how to prepare powerful questions and requests that you can use in upcoming discovery calls.
Learning Outcomes
Learn to develop a tailored outline with key talking points that help buyers link your solution to their outcomes.
Learning Outcomes
Learn to identify and demonstrate the cost or risk of your buyers’ unresolved business issue.
Learning Outcomes
Learn how to facilitate your next group sales meeting and reach consensus.
Learning Outcomes
Learn to anticipate and understand the root of buyer objections and manage it strategically by creating reaction statements for common objections in any stuck opportunity.
Learning Outcomes
Learners will learn how understand the unstated pressures that impact negotiations and the ways to mitigate them.
Learning Outcomes
Learn how to move stalled deals forward by creating urgency for your buyer to act by exploring the root cause of the hesitation and revisiting their pain point, demonstrating to your buyer that the cost of delay is greater than the cost of their current pain.
Learning Outcomes
Learn how to focus efforts across a wide range of opportunities by creating a comprehensive segment-based territory plan to prioritize and develop insights to drive growth in the highest potential accounts.
We have partnered with ScholarSite to provide individual salespeople with the opportunity to learn the fundamentals of the Challenger approach directly from Matt Dixon (co-author of “The Challenger Sale”) and Ramsey Jay, Jr. (one of our most acclaimed Challenger Advisors) in a public cohort on the ScholarSite platform. Click here to learn more.
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.