Our Challenger clients are our best advocates and their experiences validate the power of the Challenger Approach. Hear from our clients who live and breath our transformation throughout their organization, and in every sale moment that matters.

 

Case Studies

Our Case Studies showcase our achievements and our client success stories, focusing on the challenge and the solution.

Odsseyware: Enabling Educators to Help Students Succeed

Odysseyware challenged its customers to think differently about how using different curricula with different students affected graduation rates.

Arco: Equipment That Passes Industry Standard Still Puts Your People at Risk

Arco alerted H&S Managers, through an award-winning campaign, that the safety regulations they comply with are not enough to protect their staff.

Xerox: Color Brings More Life to Learning

Xerox redefined success when it challenged customers to see the benefits of color materials in student performance, not the cost of printers and ink.

What Our Challenger Clients Say

“Our sales force has embraced the Challenger Approach, which has enabled them to engage the customer in a Conversation Choreography comprised of Insight and thought leadership.  These impactful conversations have resulted in big wins around the globe.”

Michael Adley, Director, Global Sales Enablement, Ericsson

“We went through virtual training with Challenger in March.  As a company that knows firsthand the common pitfalls of virtual demonstrations, we were thrilled with how our Challenger facilitator kept everybody engaged throughout the session.  Our team felt like we had just experienced the future of training in this virtual environment.

Tracey Gatland, Managing Director, GRAPHISOFT North America

“The Challenger program has given us a way to provide even more focus in our commercial messaging and reduce the amount of projects where we have to negotiate on price alone. The program has allowed us to improve the capitalization on our R&D investment as we can better discuss our key differentiators.”

Gurdeep Sadera, Director of Sales Operations, Genetec

“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

“It was impressive how a well-prepared Challenger approach worked with this important customer which hadn’t considered us for several years. The team identified the right moment to attack, collaborated with the customer to resolve their issues, and finally closed the deal!”

Bernd Stenger, President, Heraeus Epurio

“Customers felt that I was bringing value and knowledge to their business.”

Professional Sales Representative, Kimberly-Clark

“This investment in coaching, and the overall development of our people, has changed the culture of our call center. You can see it in the data and out on the floor every day in how we help customers.”

Jim LeMere Director, Northwestern Mutual

“What we hadn’t expected was the level of enthusiasm that would begin to permeate the call center well beyond the pilot group…the program has increased our center’s feedback culture, and has impacted our collaboration climate for the better. There is greater knowledge-sharing across the frontline and a greater sense of purpose in the work of serving the customer.”

Location Manager, Nuon

“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

“What has stood out to us about Challenger, was the opportunity to learn and develop the skills at our chosen pace. This has been accomplished through the eLearning options for content that used to require 2 or 3 days in a classroom.  In addition, they’ve helped us pivot to virtual offerings of facilitator led sessions without any drop off in engagement or degradation of the learning experience.  The flexibility of the Challenger team to meet our team member needs and the needs of our business has been exceptional. “

Joe Berry, Chief Learning Officer, Pinnacol Assurance

“The Challenger Deal Accelerator was a truly engaging session that encouraged the team to look at their current pipeline from different angles with the Challenger approach. It was stimulating hard work, that challenged our thinking and led to some tough debates led by an expert Challenger Advisor. It was a key step in supporting our journey to continue sustaining and embedding Challenger skills within SICIT.”

Alessandro Paterniani, Chief Commercial Officer, SICIT

“The combination of virtual and onsite training has been helpful for our teams. The premises of Challenger training are critical components of any sales conversation.”

Head of Sales, Software Industry

“The Challenger approach has important foundations that exemplify how we at Standard Bank prioritise our clients and provide them with a value driven experience at every point.”

Standard Bank Representative

“Simply put, if you fully commit to the Challenger journey in both your sales and marketing strategy, you will see significantly improved sales performance.”

Gerry Romanelli, Chief Commercial Officer, Triose

“As a premium provider in our space, our service experience is a true opportunity to differentiate. We saw a 20% reduction in escalations, which means we are solving customer problems the first time around. In fact, our customer VOC reflects that our reps are proactively solving problems before they are a challenge for our customers.”

Randy Kobat, SVP Retail Solutions vAuto

“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

“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 Xerox

The Impact of Challenger