The traditional approach to sales and marketing 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.
Sell Smarter and Better
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
Compete and win in a customer-empowered world
Even with more than a half million books sold globally and more than 800,000 global sales professionals trained on Challenger™, we’re just getting started.
Challenger Implementation Guide
Download this straightforward guide to learn how you can implement Challenger at your organization.
Decision-Making Resources
E-Book
Challenger Implementation
Thinking about bringing the Challenger model to your organization? Your no-nonsense guide awaits.
Bonus Materials
Challenger Sale
Use supplemental tools, including the Challenger self-assessment, coaching guide, and book discussion guide, as you think about starting the Challenger journey.
E-Book
Challenger Messaging Engagement
Learn how to create commercial interactions your customers will value.
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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 an indispensable partner to more
than 15,000 organizations in 100+ countries.
Learn more about how we can help you achieve your mission-critical priorities.