In-company Challenger programme · Official Richardson partnership
Your biggest competitor isn’t another supplier. It’s “No Decision.”
Every forecast meeting, the same opportunities move to next month. “The customer needs more time.” “Budget moved.” “Pushed to next quarter.” Different explanations. Same outcome.
Work on the opportunities your team is actually struggling with. Then help your managers keep the new behaviour alive when the workshop is over and the situation gets difficult again.
Official Challenger® training. Customised to your industry, your deals, your stakeholders. Deployed with The Handover Method™. Delivered across EMEA in 15+ languages by facilitators who have carried a quota.
Official Challenger® programme - delivered by hTWORG under Richardson partnership.
Your best people keep rescuing the quarter. The rest keep explaining why apparently good deals didn't move. Challenger gives managers and sellers a common way to change that conversation.
Buying has changed. Most selling hasn't.
Buying has changed
More people are involved in B2B buying decisions, often with different priorities, concerns and reasons to avoid change. When a buying group can't agree on what needs to change, why it matters or what to do next, the easiest decision is often no decision at all. Yet most pipeline reviews still focus on what the seller presented, not on what the customer needs to change internally. Winning the deal increasingly means helping the customer make the decision in the first place. When growth repeatedly depends on a few exceptional people, the business hasn't yet turned good selling into organisational capability.
Why Challenger
We chose Challenger because it explains something we had seen for years: the strongest sellers don't simply respond better. They help customers see the problem differently. They bring a point of view. They challenge assumptions. They help stakeholders make sense of change. Challenger makes those behaviours visible, learnable and coachable across the team. A different way of selling for a different buying environment: sellers who teach the customer something new, tailor it to every stakeholder, guide the buying journey with confidence, and use constructive tension to help customers rethink assumptions without damaging trust.
Why hTWORG
Challenger is the methodology. We make it work in your organisation: built around your industry, your deals and your stakeholders, coached through your managers, and supported in the field until it's how your team actually sells. Then we hand it over.
If Challenger doesn't fit the way you sell, that's the first thing we'll tell you. If the real problem is your proposition, leadership or pipeline quality, another sales training won't fix it, and we'll say that before you buy. No BS.
Want to know whether this fits how your team sells?
Book a 25-minute scoping call →What is the in-company Challenger® programme?
The hTWORG in-company Challenger® programme is a customised deployment of the official Challenger® methodology for B2B sales teams of eight or more, delivered under Richardson partnership: a diagnostic pre-phase on your real pipeline, a two-day core workshop worked on live deals, a manager reinforcement track, and four months of in-the-field deployment via The Handover Method™. It starts with the official Challenger® programme. The diagnostic, manager track and field support exist for one reason: to make sure the training reaches real customer conversations.
How does it run?
Diagnose
Before the workshop, we look at the deals your managers keep discussing, the opportunities everyone calls “promising”, and the reasons they still haven't moved. Then we test whether this is genuinely a learning need, or whether training is being asked to compensate for something else.
Two-day core - on YOUR deals
The licensed Challenger curriculum, worked on live opportunities from your CRM. Participants don't practise on a fictional customer: they bring a deal they are personally responsible for and rebuild the conversation around it. They leave with concrete next steps on work the organisation already cares about.
Manager reinforcement
Managers often know who their strongest sellers are. What they struggle to explain is what those people do differently, and how to coach it in others. This track gives them that language: coaching cadence, deal reviews, and what to inspect on Monday.
The Handover Method™ - month by month
Four months in the field: prepare-with → run-with → observe → leave. The real test isn't whether participants liked the workshop. It's whether a manager can run a difficult pipeline conversation with the same approach months later, without calling us.
Want to see what the four months would look like for your team?
Book a 25-minute scoping call →Who is it for - and who isn't it for?
For you if
For sales leaders who are tired of hearing the same explanations in every forecast meeting, and know that telling the team to “be more proactive” isn't a solution.
You sell complex, multi-stakeholder B2B.
You have 8+ quota carriers to train as one cohort.
Deals stall at no-decision, or get squeezed on price at the end.
Not for you - yet
Fewer than 8 sellers? A custom cohort isn't your best money. Start with the open course: Amsterdam 27-28 Oct, Warsaw 4-5 Nov or Stockholm 11-12 Nov.
Some clients also send their best two reps first and scale from there - both doors lead to the same room.
It's also not for you if managers won't participate, sellers can't bring real opportunities, or the expectation is that two workshop days will fix a weak proposition.
What has it produced?
The revenue result matters. But the operational change came first: managers stopped accepting “the customer needs more time” as a complete deal update.
Flagship case · Pharma
Client: European pharma division, multi-country commercial team.
Problem: Deals dying at no-decision; wide gap between top rep and the rest.
Programme: Diagnostic pre-phase + two-day Challenger core on live deals.
Deployment: Manager track + four-month Handover in the field.
Result: €26M → €83M in two years, our biggest client growth story (biggest, not typical) - full case walked through on the scoping call.
They didn't teach our reps to pitch harder. They taught them to change how the customer thinks - and taught our managers to keep it alive.
Questions sales leaders ask
How do you make the behaviour change stick, and how is it measured?+
Three mechanisms: a manager reinforcement track (the people who run your pipeline reviews learn what to coach and inspect), The Handover Method™ (four months in the field: prepare-with, run-with, observe, leave), and commercial outcome tracking agreed in the diagnostic, typically your no-decision rate, win rate on qualified deals, and the gap between top and average performers.
How much does an in-company Challenger programme cost?+
From €1,919 per person for a team of 8 (€15,352 for a full cohort), including the Handover deployment. Larger cohorts and multi-team programmes are scoped individually; the 25-minute scoping call gives you an exact number.
How long does it take?+
A diagnostic pre-phase (2-3 weeks), a two-day core workshop, then four months of deployment. The point is behaviour that still runs once we've left.
What languages do you deliver in?+
Across EMEA in 15+ languages, by facilitators who have carried a quota.
What do we need from you?+
CRM access for the diagnostic, live deals on the table in the workshop, and your sales leader in the room. Without the leader, we'll tell you not to buy.