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About Nokia Challenge 2 Win

The CO Challenge2Win program has been launched to develop stronger Challenger profiles across our sales teams. Challengers are able to teach the customer a commercial insight in a rational and emotional compelling way. They are able to tailor messages to individual roles and personas for example CTO, CMO, CEO, etc.

Challenge 2 Win REFRESH

Video and Audio book

Comprehensive walk through the Challenger methodology (~45 min + 3 points test)

level 2 recording

Gives a solid overview of Challenge 2 Win

(~45 min + 3 points test)

Upcoming events

Participant's Journey Guide

SUPPORTING MATERIALS

Templates, Guidelines and more.

C2W Commercial Insights

Deep Dive Sessions

SUCCESS STORIES

sap case article

SAP decided at the end of 2012 to retrain 5,500 sales staff members worldwide to use the Challenger model of selling within three years and then developed a four-step global training program.

C2W in europe

WIth the transformation program started in 2018, there is a clear evidence that the training program has contributed significantly to Nokia winning better and bigger deals tapping a wider piece of the Nokia Portfolio.

Deals get closed faster with a slight increase in hit rate.

VHA Win Case

Vodafone Hutch Australia Case

Challenge 2 Win Program

The CO Challenge2Win program has been launched to develop stronger Challenger profiles across our sales teams. Challengers are able to teach the customer a commercial insight in a rational and emotional compelling way. They are able to tailor messages to individual roles and personas for example CTO, CMO, CEO, etc.

The basis for being able to execute these Challenger choreography is the commercial insight or challenger message. In this sharepoint portal you can find insights created for you from the Market Making Programs launched in Europe, insights created by your colleagues during the Challenger workshops, and also, you are compelled to upload your own messages!, that will for sure be of great help to other colleagues.


​They are able to take control of the customer buying process by using value and momentum and finally, Challengers are able to build constructive tension that means explore an unfamiliar or unknown topic to motivate the customer to take action. All our sales people have been or are in the process of being trained in the Challenger choreography and approach.

Customers are strongly changing they buying behavior. They expect from sales organizations a better understanding of their business challenges, in particular: to be taught about new issues that impact their business, to be helped to navigate alternatives, and to be supported to avoid potential risk and mistakes. Based on proven analyst research across multiple companies worldwide, what is driving our customers loyalty nowadays is the sales experience, and this sales experience is rated highest when they are approached by a Challenger sales profile.


​​​The Challenge 2 Win program is a journey with thress phases: Preparation, Transformation and Application Phase.

The Transformation Phase is the heart of the journey. It consists of the 2-day workshop with an optional coaching session.

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C2W Core Team

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Peter Kopetzky

Head of CaDe Programs

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Deeksha Kakkar

Consultant EUR

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 Frans Tanja

Consultant APJ

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Harri Falck

C2W Trainer

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Jörn Kabierschke

C2W Trainer + Coach

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 Robin Groom

C2W Trainer