In-company Challenger programme · Official Richardson partnership · Teams of 8+
Your biggest competitor isn’t another supplier. It’s “No Decision.”
Train the behaviour that kills it, on your own live deals. A fully customised Challenger programme: your industry, your deals, your stakeholders - built with the licensed curriculum and deployed with The Handover Method™ so it still runs in month four. Delivered across EMEA in 15+ languages by facilitators who have carried a quota.
If Challenger doesn't fit the way you sell, that's the first thing we'll tell you. No BS.
Official Challenger® programme - delivered by hTWORG under Richardson partnership.
You counted the deals that just died. You checked the gap between your best rep and the rest. Here's the programme built for exactly those two numbers.
Buying has changed. Most selling hasn't.
Buying has changed
Buyers research on their own, involve more stakeholders than ever, and bring suppliers in late. The easiest outcome for a cautious buying group is no decision at all.
Why Challenger
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
We don't just deliver Challenger; we embed it in your organisation and drive commercial transformation: customised to your deals, reinforced through your managers, and deployed in the field until it runs without us.
The most important advance in selling for many years
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 is a commercial transformation programme that includes Challenger - not a training course.
How does it run?
Diagnose
A pre-phase on your real pipeline: where deals stall, where “no decision” wins, and the gap between your best rep and the rest.
Two-day core - on YOUR deals
The licensed Challenger curriculum, worked on live opportunities from your CRM - not laminated role-plays. Reps leave with reworked deals.
Manager reinforcement
A parallel track for the people who decide whether training sticks: 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. Training fades; deployment doesn't. It still runs in month four - without us.
Who is it for - and who isn't it for?
For you if
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.
What has it produced?
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. Behaviour that survives month four is the point.
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.