The customer purchase experience is your greatest point of differentiation when it comes to winning sales and driving customer loyalty. Leading B2B commercial organizations address this by helping their sellers develop a specific set of skills and behaviors.
We equip you to build your sales organization's capability by hiring and managing key talent using the Challenger™ Selling model, training sellers on a proven strategy, and developing managers for better coaching.
Customers are already 57% through the purchase process before they approach a supplier. This means you need disruptive insights to engage them early. Give your customers a credible, surprising way to operate more effectively, which leads back to your unique strengths.
We support your team to create these insights—from developing an initial set of Challenger messages to embedding the required capabilities for sustaining the strategy.
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships—and you'd be wrong. The best salespeople don't just build relationships with customers; they challenge them. Read The Challenger Sale to learn more about our ground-breaking research and findings. Find out why it’s recommended by leading sales experts and has sold more than 400,000 copies across the globe.
CEB’s Pat Spenner introduces The Challenger Customer and how the book brings much larger trends to life—consensus buying, corporate clockspeed, and how difficult it is to make decisions in business today.