Challenger Selling

Compete and win in a customer-empowered world

The new world of buying

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.

“For the first time, our customers know more about us than we know about them.”

Vice President, Sales, Healthcare Industry

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.

Get More Challenger Selling Resources

Learn more about what sets Challengers apart from the rest, and see if you have natural Challenger tendencies
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    Gartner’s Challenger experts

    Brent Adamson
    Brent Adamson

    Co-author of "The Challenger Sale" and "The Challenger Customer"

    Nick Toman
    Nick Toman

    Co-author of "The Challenger Customer"

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