CHALLENGER | SALES, MARKETING & CUSTOMER SERVICECLIENT PORTAL LOGINCHALLENGER SALES & MARKETINGEFFORTLESS EXPERIENCECHALLENGER

SELLING SKILLS

Challenger is built on a foundation of world class research and best-selling books. Our training and consulting solutions, targeted at sales and marketing, and customer service professionals have provided performance improvements and significant financial results to hundreds of clients around the world. ELEARNING - CHALLENGER An ever-expanding eLearning course library allows you to deliver a flexible, yet engaging, learning experience across your entire

organization

MEET ANDEE HARRIS

Read the press release, below: Challenger Announces Andee Harris as New CEO. ARLINGTON, VA, January 11, 2021 – Challenger, a leading provider of training, technology and consulting in sales, marketing and customer service, announces the appointment of Andee Harris as CEO.Harris’ predecessor, Simon Frewer, will serve as President and Chief Operating Officer where he will play a THE CHALLENGER METHOD: TEMPO The TEMPO diagnostic tool is designed to help sales leaders decide which sales “experiences” to work on, and in what order. It will ask you about different aspects of the sale, and you’ll rate your organization’s proficiency and the importance of strengthening the “experience” at each stage. EFFECTIVE VIRTUAL TRAINING: THE GROUND RULES (PART TWO The title of this should probably read along the lines of “Effective Virtual Training: From 0 to 100” due to a year of rapid creation, trial & error, and revision in our virtual training strategy.Continue ReadingEffective Virtual Training: The Ground Rules (Part Two) THE CHALLENGER METHOD: TEMPO The Challenger Method, represented by TEMPO, is an organizing framework to help sales representatives execute Challenger. The idea behind TEMPO is to provide sales representatives with guidance to augment their workflow and maximize the impact of their day-to-day activities — everything from driving interest to managing consensus to closing the sale to up-sell and cross-sell — by bringing CHALLENGER COMMERCIAL INSIGHT � 2020 Challenger Performance Optimization, Inc. CHALLENGER COMMERCIAL INSIGHT Marketers currently capture, at best, 12% of a customer's mindshare across the buying FIVE STEPS SALES LEADERS SHOULD TAKE NOW But there are common sense actions we, as sales and marketing leaders, can (and should) take. We present the five most critical to consider below: 1. Engage Your Highest Sales Performers. Never is the Pareto Principle – that 80% of the incremental output comes from 20% of the team – more acute than in times of crisis.

B2B BUYERS STUDY

Access the infographic with the survey highlights here. This post continues the findings from our 2020 B2B Buyers Study. Part 1 and Part 2 identified a shift in power dynamics toward buyers and showed that buyers are not only asking hard questions and raising objections, but that they MEAN what they say.. In part 3 – and a bit distressingly – we learn that sellers often fail to provide AN INTRODUCTION TO INSIGHT-LED MESSAGING Most B2B marketers promote explanations of the return on investment a company will get from buying a product or service. Although business justification is critical, all top suppliers in a given category usually meet the business’s CHALLENGER | SALES, MARKETING & CUSTOMER SERVICECLIENT PORTAL LOGINCHALLENGER SALES & MARKETINGEFFORTLESS EXPERIENCECHALLENGER

SELLING SKILLS

Challenger is built on a foundation of world class research and best-selling books. Our training and consulting solutions, targeted at sales and marketing, and customer service professionals have provided performance improvements and significant financial results to hundreds of clients around the world. ELEARNING - CHALLENGER An ever-expanding eLearning course library allows you to deliver a flexible, yet engaging, learning experience across your entire

organization

MEET ANDEE HARRIS

Read the press release, below: Challenger Announces Andee Harris as New CEO. ARLINGTON, VA, January 11, 2021 – Challenger, a leading provider of training, technology and consulting in sales, marketing and customer service, announces the appointment of Andee Harris as CEO.Harris’ predecessor, Simon Frewer, will serve as President and Chief Operating Officer where he will play a THE CHALLENGER METHOD: TEMPO The TEMPO diagnostic tool is designed to help sales leaders decide which sales “experiences” to work on, and in what order. It will ask you about different aspects of the sale, and you’ll rate your organization’s proficiency and the importance of strengthening the “experience” at each stage. EFFECTIVE VIRTUAL TRAINING: THE GROUND RULES (PART TWO The title of this should probably read along the lines of “Effective Virtual Training: From 0 to 100” due to a year of rapid creation, trial & error, and revision in our virtual training strategy.Continue ReadingEffective Virtual Training: The Ground Rules (Part Two) THE CHALLENGER METHOD: TEMPO The Challenger Method, represented by TEMPO, is an organizing framework to help sales representatives execute Challenger. The idea behind TEMPO is to provide sales representatives with guidance to augment their workflow and maximize the impact of their day-to-day activities — everything from driving interest to managing consensus to closing the sale to up-sell and cross-sell — by bringing CHALLENGER COMMERCIAL INSIGHT � 2020 Challenger Performance Optimization, Inc. CHALLENGER COMMERCIAL INSIGHT Marketers currently capture, at best, 12% of a customer's mindshare across the buying FIVE STEPS SALES LEADERS SHOULD TAKE NOW But there are common sense actions we, as sales and marketing leaders, can (and should) take. We present the five most critical to consider below: 1. Engage Your Highest Sales Performers. Never is the Pareto Principle – that 80% of the incremental output comes from 20% of the team – more acute than in times of crisis.

B2B BUYERS STUDY

Access the infographic with the survey highlights here. This post continues the findings from our 2020 B2B Buyers Study. Part 1 and Part 2 identified a shift in power dynamics toward buyers and showed that buyers are not only asking hard questions and raising objections, but that they MEAN what they say.. In part 3 – and a bit distressingly – we learn that sellers often fail to provide AN INTRODUCTION TO INSIGHT-LED MESSAGING Most B2B marketers promote explanations of the return on investment a company will get from buying a product or service. Although business justification is critical, all top suppliers in a given category usually meet the business’s CHALLENGER | SALES, MARKETING & CUSTOMER SERVICE Challenger is built on a foundation of world class research and best-selling books. Our training and consulting solutions, targeted at sales and marketing, and customer service professionals have provided performance improvements and significant financial results to hundreds of clients around the world. COACHING - CHALLENGER Coaching Courses for Managers. The Challenger Coaching and Communicate Like a Leader elearning courses ensure front-line sales managers have the foundational knowledge they need to establish productive relationships with their direct reports and build an environment conducive to effective coaching. Learn More. CHALLENGER SALES & MARKETING Our on-demand suite of tools, frameworks and templates embed Challenger seller behaviors in your organization’s daily workflow. eLearning. A robust eLearning library allows you to deliver a flexible, yet engaging, learning experience across your entire organization. Bite-sized modules are ideal for busy teams on-the-go. EFFORTLESS EXPERIENCE™ Challenger is a global best practice professional services company dedicated to changing behavior in Customer Service, Sales, and Marketing teams. Our service programs are supported by ongoing research and backed by our best-selling book, The Effortless Experience. Since 2015, we’ve offered a complete transformation program teaching service THE SCIENCE OF POSITIVE LANGUAGE IN CUSTOMER SERVICE Through Challenger’s research, we know that how a customer feels about an interaction makes up 2/3 of their perceived effort, whereas what they actually have to do only makes up 1/3 of their perceived effort. Positive language has the power to dramatically impact the feel side, which has the majority of the impact on overall customer

effort.

MORE B2B DECISION MAKERS ARE WEIGHING IN When a single person makes a purchase decision, the odds of purchase are in the seller’s favor (81 percent). Add a second person to that buying team and the likelihood drops significantly (to 55 percent). A third person is helpful in breaking a tie (likelihood rises to 60 percent), but once you reach five or more people in the buying team THE DEATH OF DISCOVERY: 4 SALES QUESTIONS YOU NEED TO BE 3. Buying Journey Verifiers. A different kind of verifier, the buying journey, helps sellers understand where in the process the customer is, rather than where they are as a salesperson. Asking questions such as “What are you currently doing about this issue” or “What other internal stakeholders have you included to solve this problem 8 DOS AND DON'TS OF CHALLENGER MESSAGING 1. Don’t start by exclusively looking for corporate level differentiators that often span multiple lines of business and product sets. Do start by discovering differentiators within a product set, or service line. 2. Don’t settle for differentiators that highlight common features, focus on ROI, or are vague and over-used descriptions

of

SMALL TALK: WHY YOUR CUSTOMERS WILL THANK YOU FOR SPEAKING A well-placed statement or carefully considered question from the rep (we call this purposeful small talk) can end in a better outcome for both company and customer. Challenger research finds that when a rep couples actively listening to what the customer DOES say, with using purposeful small talk to surface information the customer DOESN’T THOUGHT LEADERSHIP VS COMMERCIAL INSIGHT: THE HARD TRUTH The following snip-it from their blog post gives a great synopsis of the difference between thought leadership and commercial insight. “Rarely will thought leadership alone cause customers to change their views or prompt immediate action,” says David Anderson, practice leader at Gartner. “Instead, sales leaders must arm reps

with

CHALLENGER | SALES, MARKETING & CUSTOMER SERVICECLIENT PORTAL LOGINCHALLENGER SALES & MARKETINGEFFORTLESS EXPERIENCECHALLENGER

SELLING SKILLS

Challenger is built on a foundation of world class research and best-selling books. Our training and consulting solutions, targeted at sales and marketing, and customer service professionals have provided performance improvements and significant financial results to hundreds of clients around the world. ELEARNING - CHALLENGER An ever-expanding eLearning course library allows you to deliver a flexible, yet engaging, learning experience across your entire

organization

EFFORTLESS EXPERIENCE™ Challenger is a global best practice professional services company dedicated to changing behavior in Customer Service, Sales, and Marketing teams. Our service programs are supported by ongoing research and backed by our best-selling book, The Effortless Experience. Since 2015, we’ve offered a complete transformation program teaching service

MEET ANDEE HARRIS

Read the press release, below: Challenger Announces Andee Harris as New CEO. ARLINGTON, VA, January 11, 2021 – Challenger, a leading provider of training, technology and consulting in sales, marketing and customer service, announces the appointment of Andee Harris as CEO.Harris’ predecessor, Simon Frewer, will serve as President and Chief Operating Officer where he will play a EFFECTIVE VIRTUAL TRAINING: THE GROUND RULES (PART TWO The title of this should probably read along the lines of “Effective Virtual Training: From 0 to 100” due to a year of rapid creation, trial & error, and revision in our virtual training strategy.Continue ReadingEffective Virtual Training: The Ground Rules (Part Two) THE CHALLENGER METHOD: TEMPO The Challenger Method, represented by TEMPO, is an organizing framework to help sales representatives execute Challenger. The idea behind TEMPO is to provide sales representatives with guidance to augment their workflow and maximize the impact of their day-to-day activities — everything from driving interest to managing consensus to closing the sale to up-sell and cross-sell — by bringing CHALLENGER COMMERCIAL INSIGHT � 2020 Challenger Performance Optimization, Inc. CHALLENGER COMMERCIAL INSIGHT Marketers currently capture, at best, 12% of a customer's mindshare across the buying FIVE STEPS SALES LEADERS SHOULD TAKE NOW But there are common sense actions we, as sales and marketing leaders, can (and should) take. We present the five most critical to consider below: 1. Engage Your Highest Sales Performers. Never is the Pareto Principle – that 80% of the incremental output comes from 20% of the team – more acute than in times of crisis. AN INTRODUCTION TO INSIGHT-LED MESSAGING Most B2B marketers promote explanations of the return on investment a company will get from buying a product or service. Although business justification is critical, all top suppliers in a given category usually meet the business’s MORE B2B DECISION MAKERS ARE WEIGHING IN When a single person makes a purchase decision, the odds of purchase are in the seller’s favor (81 percent). Add a second person to that buying team and the likelihood drops significantly (to 55 percent). A third person is helpful in breaking a tie (likelihood rises to 60 percent), but once you reach five or more people in the buying team CHALLENGER | SALES, MARKETING & CUSTOMER SERVICECLIENT PORTAL LOGINCHALLENGER SALES & MARKETINGEFFORTLESS EXPERIENCECHALLENGER

SELLING SKILLS

Challenger is built on a foundation of world class research and best-selling books. Our training and consulting solutions, targeted at sales and marketing, and customer service professionals have provided performance improvements and significant financial results to hundreds of clients around the world. ELEARNING - CHALLENGER An ever-expanding eLearning course library allows you to deliver a flexible, yet engaging, learning experience across your entire

organization

EFFORTLESS EXPERIENCE™ Challenger is a global best practice professional services company dedicated to changing behavior in Customer Service, Sales, and Marketing teams. Our service programs are supported by ongoing research and backed by our best-selling book, The Effortless Experience. Since 2015, we’ve offered a complete transformation program teaching service

MEET ANDEE HARRIS

Read the press release, below: Challenger Announces Andee Harris as New CEO. ARLINGTON, VA, January 11, 2021 – Challenger, a leading provider of training, technology and consulting in sales, marketing and customer service, announces the appointment of Andee Harris as CEO.Harris’ predecessor, Simon Frewer, will serve as President and Chief Operating Officer where he will play a EFFECTIVE VIRTUAL TRAINING: THE GROUND RULES (PART TWO The title of this should probably read along the lines of “Effective Virtual Training: From 0 to 100” due to a year of rapid creation, trial & error, and revision in our virtual training strategy.Continue ReadingEffective Virtual Training: The Ground Rules (Part Two) THE CHALLENGER METHOD: TEMPO The Challenger Method, represented by TEMPO, is an organizing framework to help sales representatives execute Challenger. The idea behind TEMPO is to provide sales representatives with guidance to augment their workflow and maximize the impact of their day-to-day activities — everything from driving interest to managing consensus to closing the sale to up-sell and cross-sell — by bringing CHALLENGER COMMERCIAL INSIGHT � 2020 Challenger Performance Optimization, Inc. CHALLENGER COMMERCIAL INSIGHT Marketers currently capture, at best, 12% of a customer's mindshare across the buying FIVE STEPS SALES LEADERS SHOULD TAKE NOW But there are common sense actions we, as sales and marketing leaders, can (and should) take. We present the five most critical to consider below: 1. Engage Your Highest Sales Performers. Never is the Pareto Principle – that 80% of the incremental output comes from 20% of the team – more acute than in times of crisis. AN INTRODUCTION TO INSIGHT-LED MESSAGING Most B2B marketers promote explanations of the return on investment a company will get from buying a product or service. Although business justification is critical, all top suppliers in a given category usually meet the business’s MORE B2B DECISION MAKERS ARE WEIGHING IN When a single person makes a purchase decision, the odds of purchase are in the seller’s favor (81 percent). Add a second person to that buying team and the likelihood drops significantly (to 55 percent). A third person is helpful in breaking a tie (likelihood rises to 60 percent), but once you reach five or more people in the buying team CHALLENGER | SALES, MARKETING & CUSTOMER SERVICE Challenger is built on a foundation of world class research and best-selling books. Our training and consulting solutions, targeted at sales and marketing, and customer service professionals have provided performance improvements and significant financial results to hundreds of clients around the world. COACHING - CHALLENGER Coaching Courses for Managers. The Challenger Coaching and Communicate Like a Leader elearning courses ensure front-line sales managers have the foundational knowledge they need to establish productive relationships with their direct reports and build an environment conducive to effective coaching. Learn More. CHALLENGER SALES & MARKETING Our on-demand suite of tools, frameworks and templates embed Challenger seller behaviors in your organization’s daily workflow. eLearning. A robust eLearning library allows you to deliver a flexible, yet engaging, learning experience across your entire organization. Bite-sized modules are ideal for busy teams on-the-go. EFFORTLESS EXPERIENCE™ Challenger is a global best practice professional services company dedicated to changing behavior in Customer Service, Sales, and Marketing teams. Our service programs are supported by ongoing research and backed by our best-selling book, The Effortless Experience. Since 2015, we’ve offered a complete transformation program teaching service THE SCIENCE OF POSITIVE LANGUAGE IN CUSTOMER SERVICE Through Challenger’s research, we know that how a customer feels about an interaction makes up 2/3 of their perceived effort, whereas what they actually have to do only makes up 1/3 of their perceived effort. Positive language has the power to dramatically impact the feel side, which has the majority of the impact on overall customer

effort.

THE CHALLENGER METHOD: TEMPO The TEMPO diagnostic tool is designed to help sales leaders decide which sales “experiences” to work on, and in what order. It will ask you about different aspects of the sale, and you’ll rate your organization’s proficiency and the importance of strengthening the “experience” at each stage. MORE B2B DECISION MAKERS ARE WEIGHING IN When a single person makes a purchase decision, the odds of purchase are in the seller’s favor (81 percent). Add a second person to that buying team and the likelihood drops significantly (to 55 percent). A third person is helpful in breaking a tie (likelihood rises to 60 percent), but once you reach five or more people in the buying team THE DEATH OF DISCOVERY: 4 SALES QUESTIONS YOU NEED TO BE 3. Buying Journey Verifiers. A different kind of verifier, the buying journey, helps sellers understand where in the process the customer is, rather than where they are as a salesperson. Asking questions such as “What are you currently doing about this issue” or “What other internal stakeholders have you included to solve this problem SMALL TALK: WHY YOUR CUSTOMERS WILL THANK YOU FOR SPEAKING A well-placed statement or carefully considered question from the rep (we call this purposeful small talk) can end in a better outcome for both company and customer. Challenger research finds that when a rep couples actively listening to what the customer DOES say, with using purposeful small talk to surface information the customer DOESN’T THOUGHT LEADERSHIP VS COMMERCIAL INSIGHT: THE HARD TRUTH The following snip-it from their blog post gives a great synopsis of the difference between thought leadership and commercial insight. “Rarely will thought leadership alone cause customers to change their views or prompt immediate action,” says David Anderson, practice leader at Gartner. “Instead, sales leaders must arm reps

with

__

* Client Login

* Challenger Careers

* Contact Us

* Client Login

* Challenger Careers

* Contact Us

* Products & Solutions * Challenger Sales & Marketing * Challenger™ Activation * Instructor-Led Training and Workshops * Virtual Training and Classroom * Assessments and Certifications * Effortless Experience™ * Low-Effort Skills for Reps * Coaching for Supervisors * Quality Assurance Transformation

* Expertise

* Challenger Selling Skills * Coaching Challengers * Insight-Led Messaging * Customer Buying Behavior * Hiring High-Performers * Customer Service and Support

* About

* Our Story

* Mission and Values * Diversity & Inclusion

* Who We Work With

* Leadership

* Challenger Advisors * Challenger Careers

* Resources

* The Challenger Blog

* Resource Hub

* Webinars and Events

__ __

Previous

*

PLAN, EXECUTE AND WIN WITH THE CHALLENGER APPROACH Challenger invites sales professionals and commercial leaders to join us as we open up the Challenger™ playbook in our monthly WINNING THE CHALLENGER SALE WEBINAR SERIES.

Register Now

*

WIN THE MOMENTS THAT MATTER Today, the sales experience matters more than ever. The best sellers use commercial insight and a Challenger approach in every conversation, every day.

Contact us

*

YOUR SALES EXPERIENCE IS COSTING YOU MONEY Find out how much “no decision” affects your pipeline with our online cost calculator. Just provide a few input estimates and get access to a customized report. “No Decision” Cost Calculator

*

INSIGHT LEADERS: IDEAS THAT CHANGE THE WAY YOU SEE THE WORLD In this new webinar series, Challenger brings you conversations with world-renowned authors, experts and visionaries. Hear from guests like Bob Moesta and Jonah Berger, who will change your perspective on sales and sharpen your game.

Register Now

*

PLAN, EXECUTE AND WIN WITH THE CHALLENGER APPROACH Challenger invites sales professionals and commercial leaders to join us as we open up the Challenger™ playbook in our monthly WINNING THE CHALLENGER SALE WEBINAR SERIES.

Register Now

*

WIN THE MOMENTS THAT MATTER Today, the sales experience matters more than ever. The best sellers use commercial insight and a Challenger approach in every conversation, every day.

Contact us

*

YOUR SALES EXPERIENCE IS COSTING YOU MONEY Find out how much “no decision” affects your pipeline with our online cost calculator. Just provide a few input estimates and get access to a customized report. “No Decision” Cost Calculator

*

INSIGHT LEADERS: IDEAS THAT CHANGE THE WAY YOU SEE THE WORLD In this new webinar series, Challenger brings you conversations with world-renowned authors, experts and visionaries. Hear from guests like Bob Moesta and Jonah Berger, who will change your perspective on sales and sharpen your game.

Register Now

*

PLAN, EXECUTE AND WIN WITH THE CHALLENGER APPROACH Challenger invites sales professionals and commercial leaders to join us as we open up the Challenger™ playbook in our monthly WINNING THE CHALLENGER SALE WEBINAR SERIES.

Register Now

Next

THE COMPLEX SALE MADE SIMPLE. Challenger is the global leader in training, technology, and consulting to win today’s complex sale. Our sales transformation and training programs are supported by ongoing research and backed by our best-selling books,_ The Challenger Sale_, _The Challenger Customer_, and _The Effortless Experience_. GET CHALLENGER INSIGHTS TO MANAGE COMPLEXITY The Challenger blog has the latest in sales, marketing, and customer service insights and research to help you stay ahead of the crisis. LEARN HOW TO BE A CHALLENGER IN A VIRTUAL ENVIRONMENT Sales professionals must adapt their Challenger skillset to drive results when selling virtually. Join Ed Carr, a Challenger Advisor and former Chief Sales Officer, as he provides some tactical guidance for applying Challenger in this new environment VIRTUAL SOLUTIONS. REAL RESULTS. PREPARE YOUR TEAMS NOW Get what you need to prepare your sellers to win and thrive during times of crisis with our virtual sales training solution that combines best-in-class digital learning with interactive coaching. CONNECT WITH CONFIDENCE AT WEBINARS AND EVENTS Our webinars and events connect you to Challenger team members that give you ideas to help you manage unpredictability and volatility in the current environment. Your browser does not support HTML5 video. CHALLENGER™ ACTIVATION A platform to support your Challenger commercial strategy. It includes expert advice, interactive elearning, tools and community events to scale and sustain Challenger in your organization.

Watch Video

* Advice

* Tools

* eLearning

* Coaching

* Events

* Diagnostics

From individual capability to organizational strategy CHALLENGER™ ACTIVATION

ADVICE

The Challenger team of consultants and advisors is always available to guide you and your team. We prescribe pathways and give answers to pressing questions as they arise.

TOOLS

An on-demand suite of tools, frameworks and templates embed Challenger behaviors in your organization’s daily workflow.

ELEARNING

A robust eLearning library allows you to deliver a flexible, yet engaging, learning experience across your entire organization. Bite-sized modules are ideal for busy teams on-the-go.

COACHING

A library of coaching-specific virtual learning tools, and exercises support managers in their critical role as Challenger coaches.

EVENTS

Become part of the Challenger™ Connect community. Learn together with peers from other organizations in live and virtual events, and an online discussion forum.

DIAGNOSTICS

Diagnostics and assessments enable you to set baseline measurements and track progress and success over time.

__

1 / 7__

CHALLENGER IS BUILT ON A FOUNDATION OF WORLD CLASS RESEARCH AND

BEST-SELLING BOOKS.

Our training and consulting solutions, targeted at sales and marketing, and customer service professionals have provided performance improvements and significant financial results to hundreds of clients around the world. Each program is supported by ongoing research and backed by our best-selling books _The Challenger Sale_, _The Challenger Customer_, and _The Effortless Experience_. A GROUNDBREAKING STUDY OF HIGH PERFORMER BEHAVIOR 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 and Challenger

delivers.

Learn More

EXPANDING THE IDEA OF THE SALES EXPERIENCE _The Challenger Sale_ overturned decades of conventional wisdom in sales. This latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge.

Learn More

CHALLENGING STATUS QUO IN CUSTOMER SERVICE Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? Challenge the status quo with insights

worth exploring.

Learn More

__

__

EXPERT ADVISORS. PROVEN SUCCESS. Challenger and Effortless Experience Advisors bring practical experience and senior business leadership to every training.

Meet our Advisors

Previous

CASEY BANTA

Principal & Founder, Beyond Orange LLC

TYRONE EDWARDS

Former SVP of Sales, Merck

MARCELO MORICHI

Principal, Watershed Associates, Inc

INES OCHIN

Former Global Sales School Learning Consultant, IBM EMEA

CASEY BANTA

Principal & Founder, Beyond Orange LLC

TYRONE EDWARDS

Former SVP of Sales, Merck

MARCELO MORICHI

Principal, Watershed Associates, Inc

INES OCHIN

Former Global Sales School Learning Consultant, IBM EMEA

CASEY BANTA

Principal & Founder, Beyond Orange LLC

Next

RESOURCES

Filter By __

* Sales & Marketing

* Customer Service

WHAT OVER 10 YEARS HAS TAUGHT US ABOUT B2B BUYERS: OUR WORK HAS JUST

BEGUN

For more than a decade, Challenger has focused our quantitative and qualitative research on two...

* blog

* Oct 26, 2020

HOW B2B BUYERS CHOOSE THEIR SUPPLIERS: A DECADE OF ANALYSIS Download our analysis of how buyers have changed since 2008, how they've stayed the same,...

* Whitepaper

CHALLENGER SELLING IN A VIRTUAL (PANDEMIC) ENVIRONMENT For months now the most frequent request Challenger has received is for resources to help...

* blog

* Oct 20, 2020

10TH CHALLENGER PULSE SURVEY This October edition of Challenger’s Pulse Survey finds a large improvement in sales leader sentiment...

* blog

* Oct 09, 2020

THE CHALLENGER METHOD: TEMPO | PLAN TO CLOSE Download our TEMPO | Plan to Close whitepaper and get more insights on

how to...

* Whitepaper

THREE WAYS TO DESIGN FOR HUMAN ERROR IN YOUR SALES ENABLEMENT STRATEGY Central to good design theory is the idea of knowledge in the head

versus knowledge...

* blog

* Dec 02, 2020

NO SALES EXPERIENCE GONE WRONG Access this whitepaper to learn how to build a can’t miss sales experience that boosts... * Case StudyWhitepaper 11TH CHALLENGER PULSE SURVEY November has proven that 2020 is not done with us yet. While the presidential election...

* blog

* Nov 16, 2020

11TH CHALLENGER PULSE SURVEY RESULTS Download the results of the 11th pulse survey now. The 11th pulse survey continues to...

* Infographic

“NO DECISION” COST CALCULATOR How does “no decision” affect your pipeline? Our online cost calculator uses your metrics -...

* Tool

WHAT OVER 10 YEARS HAS TAUGHT US ABOUT B2B BUYERS: OUR WORK HAS JUST

BEGUN

For more than a decade, Challenger has focused our quantitative and qualitative research on two...

* blog

* Oct 26, 2020

HOW B2B BUYERS CHOOSE THEIR SUPPLIERS: A DECADE OF ANALYSIS Download our analysis of how buyers have changed since 2008, how they've stayed the same,...

* Whitepaper

CHALLENGER SELLING IN A VIRTUAL (PANDEMIC) ENVIRONMENT For months now the most frequent request Challenger has received is for resources to help...

* blog

* Oct 20, 2020

10TH CHALLENGER PULSE SURVEY This October edition of Challenger’s Pulse Survey finds a large improvement in sales leader sentiment...

* blog

* Oct 09, 2020

THE CHALLENGER METHOD: TEMPO | PLAN TO CLOSE Download our TEMPO | Plan to Close whitepaper and get more insights on

how to...

* Whitepaper

THREE WAYS TO DESIGN FOR HUMAN ERROR IN YOUR SALES ENABLEMENT STRATEGY Central to good design theory is the idea of knowledge in the head

versus knowledge...

* blog

* Dec 02, 2020

NO SALES EXPERIENCE GONE WRONG Access this whitepaper to learn how to build a can’t miss sales experience that boosts... * Case StudyWhitepaper 11TH CHALLENGER PULSE SURVEY November has proven that 2020 is not done with us yet. While the presidential election...

* blog

* Nov 16, 2020

11TH CHALLENGER PULSE SURVEY RESULTS Download the results of the 11th pulse survey now. The 11th pulse survey continues to...

* Infographic

“NO DECISION” COST CALCULATOR How does “no decision” affect your pipeline? Our online cost calculator uses your metrics -...

* Tool

WHAT OVER 10 YEARS HAS TAUGHT US ABOUT B2B BUYERS: OUR WORK HAS JUST

BEGUN

For more than a decade, Challenger has focused our quantitative and qualitative research on two...

* blog

* Oct 26, 2020

HOW B2B BUYERS CHOOSE THEIR SUPPLIERS: A DECADE OF ANALYSIS Download our analysis of how buyers have changed since 2008, how they've stayed the same,...

* Whitepaper

CHALLENGER SELLING IN A VIRTUAL (PANDEMIC) ENVIRONMENT For months now the most frequent request Challenger has received is for resources to help...

* blog

* Oct 20, 2020

10TH CHALLENGER PULSE SURVEY This October edition of Challenger’s Pulse Survey finds a large improvement in sales leader sentiment...

* blog

* Oct 09, 2020

__

1 / 10__

EFFORTLESS EXPERIENCE™ GUIDES Access these two guides to begin driving a low-effort experience for

your customers.

* Whitepaper

SO YOU THINK YOU CAN CHANGE? Think about the last time you tried something new. Most likely, you felt excited, but...

* blog

* Jul 30, 2020

BEING THE BEST VIRTUAL COACH YOU CAN BE Being a successful coach is tough. Being a successful coach when you

are working from...

* blog

* Jul 28, 2020

DRIVING EMPLOYEE ENGAGEMENT REMOTELY – SERVICE LEADER PULSE SURVEY 3

RESULTS

As customer service and support leaders continue to react to and manage through the COVID-19...

* blog

* Jun 30, 2020

YOUR CUSTOMERS NEED A CONSULTANT Customer service training has historically been focused on soft skills - teaching reps to be...

* blog

* Dec 08, 2020

ARE YOU EXPECTING AN EFFORTLESS BLACK FRIDAY? Ahhh, Black Friday.  A day that historically kicks off the holiday shopping season with massive...

* blog

* Nov 09, 2020

CUSTOMER SERVICE: GREASING THE WHEELS OF WALLET SPEND Last year, I had a bad customer service experience. It was a months-long struggle to...

* blog

* Oct 29, 2020

EFFECTIVE VIRTUAL TRAINING: LESSONS LEARNED (PART ONE) Work-from-home programs have long been popular in contact center organizations for numerous reasons (employee engagement...

* blog

* Oct 19, 2020

STILL WAITING FOR THE ELUSIVE RETURN TO “NORMAL”: FOURTH SERVICE LEADER PULSE SURVEY RESULTS As we wind down the summer, the Effortless Experience team at Challenger deployed our fourth...

* blog

* Sep 14, 2020

WHY EFFORTLESS EXPERIENCE™? – FROM THE CLIENT ANGLE When we talk to new companies about what our best clients believe about an Effortless...

* blog

* Aug 31, 2020

EFFORTLESS EXPERIENCE™ GUIDES Access these two guides to begin driving a low-effort experience for

your customers.

* Whitepaper

SO YOU THINK YOU CAN CHANGE? Think about the last time you tried something new. Most likely, you felt excited, but...

* blog

* Jul 30, 2020

BEING THE BEST VIRTUAL COACH YOU CAN BE Being a successful coach is tough. Being a successful coach when you

are working from...

* blog

* Jul 28, 2020

DRIVING EMPLOYEE ENGAGEMENT REMOTELY – SERVICE LEADER PULSE SURVEY 3

RESULTS

As customer service and support leaders continue to react to and manage through the COVID-19...

* blog

* Jun 30, 2020

YOUR CUSTOMERS NEED A CONSULTANT Customer service training has historically been focused on soft skills - teaching reps to be...

* blog

* Dec 08, 2020

ARE YOU EXPECTING AN EFFORTLESS BLACK FRIDAY? Ahhh, Black Friday.  A day that historically kicks off the holiday shopping season with massive...

* blog

* Nov 09, 2020

CUSTOMER SERVICE: GREASING THE WHEELS OF WALLET SPEND Last year, I had a bad customer service experience. It was a months-long struggle to...

* blog

* Oct 29, 2020

EFFECTIVE VIRTUAL TRAINING: LESSONS LEARNED (PART ONE) Work-from-home programs have long been popular in contact center organizations for numerous reasons (employee engagement...

* blog

* Oct 19, 2020

STILL WAITING FOR THE ELUSIVE RETURN TO “NORMAL”: FOURTH SERVICE LEADER PULSE SURVEY RESULTS As we wind down the summer, the Effortless Experience team at Challenger deployed our fourth...

* blog

* Sep 14, 2020

WHY EFFORTLESS EXPERIENCE™? – FROM THE CLIENT ANGLE When we talk to new companies about what our best clients believe about an Effortless...

* blog

* Aug 31, 2020

EFFORTLESS EXPERIENCE™ GUIDES Access these two guides to begin driving a low-effort experience for

your customers.

* Whitepaper

SO YOU THINK YOU CAN CHANGE? Think about the last time you tried something new. Most likely, you felt excited, but...

* blog

* Jul 30, 2020

BEING THE BEST VIRTUAL COACH YOU CAN BE Being a successful coach is tough. Being a successful coach when you

are working from...

* blog

* Jul 28, 2020

DRIVING EMPLOYEE ENGAGEMENT REMOTELY – SERVICE LEADER PULSE SURVEY 3

RESULTS

As customer service and support leaders continue to react to and manage through the COVID-19...

* blog

* Jun 30, 2020

__

1 / 10__

View All Resources

Previous

Next

“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 Download the Case Study __ “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 “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 “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 “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 “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 “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 “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 “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 Download the Case Study __ “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 “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 “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 “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 “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 “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 “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 “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 Download the Case Study __

* 1

* 2

* 3

* 4

* 5

* 6

* 7

* 8

* 9

View All Testimonials ARE YOUR CUSTOMERS SPENDING TOO MUCH EFFORT ENGAGING WITH SERVICE

REPS?

Our portfolio of Effortless Experience™ solutions provides an answer to this burning customer service issue. We provide in-person classroom training, eLearning content, and certification for your service reps to deliver low-effort experiences.

Learn More

__

Contact Us

* Products & Solutions

* Expertise

* About

* Resources

* Client Login

* Contact us

* Challenger Careers

* __

* __

* __

Training & Consulting to Win Today's Complex Sale �2020 Challenger Performance Optimization, Inc.

* Terms of Use

* Legal

* Privacy Policy

* __

* __

* __

SUBSCRIBE TO THE CHALLENGER BLOG

Lead Source

Rating

Challenger Blog Email Subscription �2020 Challenger Performance Optimization, Inc.

* Terms of Use

* Legal

* Privacy Policy

previousnextslideshow