The traditional approach to selling doesn’t work today. Deals are increasingly complex, and customers have access to more information earlier in the sale. Customers are buying in new ways, delaying initial contact with suppliers and requiring greater consensus to move forward.
Challenger Selling
The new world of buying
Evolve how you sell
We studied thousands of customers and sales professionals around the world, spanning every major industry, geography and go-to-market model. We discovered that customers have fundamentally changed the way they buy, which has forced companies to evolve how they sell.
Winning organizations lead with insight and challenge customer assumptions to mobilize customers around a purchase.
Insights You Can Use
Drive growth with Challenger selling
To win in today's buying environment, sellers must take control of the conversation and challenge customers' assumptions.
Want to talk about Challenger with our experts?
Join us at Gartner Sales & Marketing Conference, where other accomplished sales and marketing executives will gather to develop strategies and tactics that deliver real results for their business. You’ll learn from a mix of experts and practitioners who are defining and executing plans to simplify and accelerate the customer buying journey.
Gartner’s Challenger experts
Brent Adamson
Co-author of "The Challenger Sale" and "The Challenger Customer"
Nick Toman
Co-author of "The Challenger Customer"
Gartner is a trusted advisor and an objective resource for more than 15,000 organizations in 100+ countries.
Learn more about how we can help you achieve your mission-critical priorities.