Case Study: Flowserve Achieves $75M in Closed Business with Challenger

Flowserve is Sealing the Deal With Challenger

Flowserve, a leading industrial manufacturing company known for pumps, valves, and mechanical seals, needed to improve its sales approach in an increasingly commoditized and complex market. With a global field force spread across five continents and more than 1,200 managers and sales engineers, the company faced pressure from low-cost competitors, changing buyer expectations, and a sales team that had relied heavily on product features and technical selling.

Working with Challenger, Flowserve implemented a global Challenger Sales transformation focused on commercial insight, manager coaching, and capability building through region-specific workshops and reinforcement. In the six months after the workshops, Flowserve reported $75 million in closed business directly attributed to Challenger skills, while more than 75% of sales engineers said they were better prepared for sales interactions and 78% reported more meaningful customer conversations.

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