พอดคาสท์ Challenger Sale ชั้นนำ (2023)

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Winning the Challenger Sale

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#63 Break Silos Between Sales & Marketing to Unleash Innovation 34:31

5d ago34:31

34:31

Too often, sales, marketing and customer success exist in silos—and it’s stifling progress. When all three forces align, businesses thrive and customers get what they actually want and need. When they don’t, it’s easy for business to get “stuck.” On this episode of the Winning The Challenger Sale podcast, we’re joined by Margaret Mueller, Board Dir…

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Winning the Challenger Sale

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#62 Secrets to Unlocking Sales & Marketing Alignment 33:19

11d ago33:19

33:19

With your car, bad tire alignment causes uneven tire wear, diminishing suspension quality, and steering problems that could cause an accident. The same goes for bad sales and marketing alignment—metaphorically, at least. All too often, commercial leaders ignore when two of their most important wheels—sales and marketing—veer off in completely oppos…

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Winning the Challenger Sale

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#61 Win More Deals With Buyer Empathy & Diverse Sales Teams 33:25

19d ago33:25

33:25

Sales success is built on understanding others. If you don’t know your buyers, you’re going to struggle to make the sale. If you can’t put yourself in the shoes of your colleagues in marketing, it’s going to be impossible to align. And if you can’t create a culture of inclusivity on your sales team, you miss out on a range of diverse perspectives t…

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Winning the Challenger Sale

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#60 Playing Offense in Economic Uncertainty and How to Sell Post-Pandemic 29:43

26d ago29:43

29:43

Will there be a recession this year? It seems not even economists can agree, but regardless of how likely it is, the simple fact that it’s possible is brewing uncertainty. So what’s a seller to do? Here to help answer that question is the latest episode of “Winning the Challenger Sale,” where host Andee Harris, CEO of Challenger, is joined by Tim K…

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Winning the Challenger Sale

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#59 How to sell to CFOs who are already tightening the purse strings with Shannon Poole, CFO at Challenger 23:22

1M ago23:22

23:22

The theme for this month on Winning the Challenger Sale is Selling When No One is Buying. WTCS Host Andee Harris, CEO of Challenger, is joined by Shannon Poole, CFO at Challenger, to discuss the roles CFOs play in executive deals, how they protect a business from negative impacts, and the skillsets a CFO needs to make financial decisions. She also …

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Winning the Challenger Sale

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#58 Profitable growth, buyer empathy, and why sales leaders are like acupuncturists with Paul Stansik, Operating Partner at ParkerGale Capit 23:33

1M ago23:33

23:33

The theme for this month on Winning the Challenger Sale is Selling When No One is Buying. WTCS Host, Andee Harris, CEO of Challenger, is joined by Paul Stansik, Operating Partner at ParkerGale Capital, to discuss the sales executives' role and the pressures they face to increase sales during slow periods of business, and the skills they need to suc…

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Winning the Challenger Sale

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#57 Being a human first and selling through storytelling to win in uncertain times with Rebecca Grimes, CRO at Ruby 26:29

2M ago26:29

26:29

On this episode of the Winning the Challenger Sale podcast, Andee Harris, CEO of Challenger, is joined by Rebecca Grimes, Chief Revenue Officer at Ruby, to discuss skills such as listening skills, storytelling skills and others that are necessary to possess for sales when the market is tough. They also discuss how agility and being a human first ca…

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Winning the Challenger Sale

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#56 Turning Interest Into Advocacy: Episode Recap With Andee Harris, CEO of Challenger 22:08

2M ago22:08

22:08

On this episode of the Winning the Challenger Sale podcast, Andee Harris, CEO of Challenger, recaps highlights from the second most popular theme from the podcast last year. The goal is to help you kickstart the year on a solid foundation while riding on the wings of these clips. This time, she walks us through deep insights from the theme “Turning…

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Winning the Challenger Sale

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#55 Persuasive Storytelling: Episode Recap With Andee Harris, CEO of Challenger 19:53

3M ago19:53

19:53

On this episode of the Winning the Challenger Sale podcast, our host Andee Harris, CEO of Challenger, runs through the highlights of our most popular theme from 2022. Tune in to hear non-traditional ideas on effectively deploying storytelling to inspire action and solve your customer’s problem from interviews with Brett Adamson, Nick Capozzi, Ravi …

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Winning the Challenger Sale

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#54 2022 Year in Review With Andee Harris, CEO of Challenger 32:12

3M ago32:12

32:12

On this special 2022 Year in Review episode of the Winning the Challenger Sale podcast, our new host Andee Harris, CEO of Challenger, runs through the highlights of our most popular episodes from this year. Tune in to hear the best clips from Ravi Rajani, Brandon Fluharty, Jeff Bajorek, Sam McKenna, Will Allred, and Tom Alaimo as they discuss major…

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Winning the Challenger Sale

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#53 The 2022 Year-in-Review With Andee Harris, CEO of Challenger 20:22

3M ago20:22

20:22

The theme for December on Winning the Challenger Sale is a recap of the best insights from 2022. WTCS host, Jen Allen, speaks with Andee Harris, CEO of Challenger, to explore the major themes that have disrupted the status quo of selling this year.โดย Challenger,Inc.

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Winning the Challenger Sale

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#52 The 2022 Year-in-Review With Dr. Howard Dover, Director of the Center for Professional Sales and Sales Coaching at Naveen Jindal School 39:39

4M ago39:39

39:39

The theme for December on Winning the Challenger Sale is a recap of the best insights from 2022. WTCS host, Jen Allen, is joined by Dr. Howard Dover to explore the major themes that have disrupted the status quo of selling this year.โดย Challenger,Inc.

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Winning the Challenger Sale

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#51 Avoiding Death by Discovery with Doug Landis, Growth Partner at Emergence Capital 44:08

4M ago44:08

44:08

The theme for this special episode on Winning the Challenger Sale is Avoiding Death by Discovery. WTCS host, Jen Allen, is joined by Doug Landis to explore the major themes, such as “anti-discovery,” that disrupted the status quo of selling throughout the year 2022.โดย Challenger,Inc.

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Winning the Challenger Sale

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#50 Preparing for Negotiations with Caroline Franczia, Founder at Uppercut First 24:17

4M ago24:17

24:17

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Caroline Franczia to explore how star sellers prepare negotiables and anticipate curve balls ahead of negotiation conversations. In addition, they discuss the similarities and differences between MEDDIC and the Challenger selling …

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Winning the Challenger Sale

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#49 Preparing for Negotiations with Kyle Asay, Regional Vice President, Corporate Sales at MongoDB 33:34

4M ago33:34

33:34

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Kyle Asay to discuss how to prepare, anticipate, and mitigate curveballs ahead of negotiation conversations.โดย Challenger,Inc.

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Winning the Challenger Sale

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#48 Preparing for Negotiations with Niko Papademetriou, Senior Vice President Sales & Business Development at Qu POS 41:36

5M ago41:36

41:36

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Niko Papademetriou to discuss techniques used by star salespeople to prepare for negotiations and any surprises that may come up.โดย Challenger,Inc.

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Winning the Challenger Sale

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#47 Preparing for Negotiations with Ryan Scalera, Head of Business Development at Flosum 36:34

5M ago36:34

36:34

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host Jen Allen is joined by Ryan Scalera to discuss how star sellers prepare to open negotiations and anticipate curve balls ahead of negotiation conversations.โดย Challenger,Inc.

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Winning the Challenger Sale

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#46 Creating a Mutual Close Plan with Geoff Hendricks, Key Account Executive at Challenger 35:41

5M ago35:41

35:41

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host Jen Allen is joined by Geoff Hendricks to discuss the importance of ensuring you're on the same page with your buyer about what needs to be done before closing a deal.โดย Challenger,Inc.

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Winning the Challenger Sale

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#45 Creating a Mutual Close Plan with Leslie Venetz, Founder at Sales Team Builder 29:32

5M ago29:32

29:32

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Leslie Venetz to discuss the role of a mutual close plan in driving sales success. She sees the close plan as an opportunity to guide a buyer through the buying process towards an outcome beneficial for them and, hopefully, for y…

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Winning the Challenger Sale

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#44 Creating a Mutual Close Plan with Anthony Natoli, Strategic Account Executive at Lattice 34:14

6M ago34:14

34:14

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Anthony Natoli to discuss the importance of mutual close plans; why and how salespeople should use them to enhance their sales processes.โดย Challenger,Inc.

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Winning the Challenger Sale

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#43 Creating a Mutual Close Plan with Aaron Evans, Co-Founder & Head of Training and Enablement at Flow State 37:16

6M ago37:16

37:16

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Aaron Evans to discuss how to map out and mutually agree with a customer on the final steps toward closing a deal.โดย Challenger,Inc.

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Winning the Challenger Sale

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#42 Driving Urgency for Change with Carl Ferreira, Director of Sales at Refine Labs 37:50

6M ago37:50

37:50

The theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Carl Ferreira to discuss approaches for creating healthy urgency in mid- to late-stage opportunities, especially when progress stalls.โดย Challenger,Inc.

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Winning the Challenger Sale

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#41 Driving Urgency for Change with Amelia Taylor, Strategic Sales & Lead Evangelist at regie.ai 34:12

6M ago34:12

34:12

The theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Amelia Taylor to discuss how sales representatives can motivate action in mid to late-stage opportunities, especially when progress stalls.โดย Challenger,Inc.

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Winning the Challenger Sale

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#40 Driving Urgency for Change with Florin Tatulea, Founder at Sales Flo and Head of Sales Development at Plato 33:15

6M ago33:15

33:15

The theme for September on the Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Florin Tatulea to discuss how understanding the buyer's position and trying to speak the buyer's language can assist sales professionals uncover the urgency for the buyer to take the necessary action and some strategies for S…

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Winning the Challenger Sale

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#39 Driving Urgency for Change with John Shea, Global Field Enablement at Databricks 39:54

7M ago39:54

39:54

The theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by John Shea to discuss how creating urgency allows salespeople to provide customers with real value—by getting the prospects to realize that every day, week, or month without the proposed solution hurts their business, their income…

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Winning the Challenger Sale

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#38 Resolving Buying Group Conflict with Amy Hrehovcik, Podcast Host & Showrunner at Revenue Real Hotline 39:23

7M ago39:23

39:23

The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Amy Hrehovcik to discuss how to manage the inevitable buying group conflict and dysfunction that arises when you have multiple customer stakeholders getting either directly or indirectly involved in a deal.…

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Winning the Challenger Sale

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#37 Resolving Buying Group Conflict with Charles Muhlbauer, Lead Enablement Manager at CB Insights 38:31

7M ago38:31

38:31

The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Charles Muhlbauer to discuss the role that curiosity and discovery play for a seller leading a group meeting in front of a buying group.โดย Challenger,Inc.

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Winning the Challenger Sale

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#36 Resolving Buying Group Conflict with Luigi Prestinenzi, Co-Founder and Head of Growth at Sales IQ Group 43:48

7M ago43:48

43:48

The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Luigi Prestinenzi to discuss how to manage the inevitable buyer group conflict and dysfunction that arises when you have multiple customer stakeholders involved either directly or indirectly in a deal.…

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Winning the Challenger Sale

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#35 Resolving Buying Group Conflict with Howard Brown, Founder and CEO of Revenue.io 32:28

8M ago32:28

32:28

The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Howard Brown to discuss nontraditional ideas for how sellers can manage the inevitable buyer dysfunction that happens when multiple stakeholders are involved in the decision.…

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Winning the Challenger Sale

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#34 Resolving Buying Group Conflict with Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy 39:53

8M ago39:53

39:53

In this episode of Winning the Challenger Sale, Jen is joined by Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy. They discuss how to resolve or mitigate conflict in the modern organizational process of making a purchasing decision, which primarily takes place among a group of executives and managers, as well as how to navigate the per…

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Winning the Challenger Sale

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#33 Turning Interest into Advocacy with Brandon Fluharty, Founder of Be Focused. Live Great and Facilitator at Make More Hustle Less Club 47:23

8M ago47:23

47:23

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Brandon Fluharty, Founder of Be Focused. Live Great. and Facilitator at Make More Hustle Less Club. They discuss consensus-based selling and how you can take a single interested stakeholder and aid them in their efforts to advocate for you with the broader buying team.…

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Winning the Challenger Sale

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#32 Turning Interest into Advocacy with Nate Nasralla, Founder of Fluint 43:52

8M ago43:52

43:52

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Nate Nasralla, Founder of Fluint. They discuss how to sell with your buyers, not to them.โดย Challenger,Inc.

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Winning the Challenger Sale

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#31 Turning Interest into Advocacy with Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Parabola Consulting and Host of Re 51:56

9M ago51:56

51:56

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Parabola Consulting and Host of Rethink The Way You Sell. They discuss how you can take a single interested stakeholder and aid them in their efforts to advocate for you with the broader buying.…

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Winning the Challenger Sale

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#30 Turning Interest into Advocacy with Mor Assouline, Founder at FDTC and Creator of Saas Talks: From Lead to Close Podcast 34:12

9M ago34:12

34:12

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Mor Assouline, Founder of FDTC and Creator of Saas Talks: From Lead to Close Podcast. They discuss sales strategies that convert interested buyers into advocates. How to approach a demo boost consumer delight so that they can proactively recommend your company's produc…

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Winning the Challenger Sale

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#29 Persuasive Storytelling with WTCS Host, Jen Allen, Chief Evangelist at Challenger 35:36

9M ago35:36

35:36

In this episode of Winning the Challenger Sale, WTCS host Jen Allen recounts the June theme of persuasive storytelling. She discusses her sales journey and highlights common mistakes salespeople make when telling their stories that leave a buyer in a "no decision" position. She also recommends practical storytelling techniques that are strategic, e…

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Winning the Challenger Sale

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#28 Persuasive Storytelling with Nick Capozzi, Head of Storytelling at Demostack 37:01

9M ago37:01

37:01

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Nick Capozzi, Head of Storytelling at Demostack. They discuss how to use descriptive words and ideas to help prospects visualize themselves as part of your story and relate better to the ideas or products you're selling.…

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Winning the Challenger Sale

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#27 Persuasive Storytelling with Doug Ferreira, President of Ferreira Sales Training and Consulting 45:26

10M ago45:26

45:26

In this episode of Winning the Challenger Sale, Jen is joined by Doug Ferreira, President of Ferreira Sales Training and Consulting. They discuss storytelling as an investment in creating a collaborative atmosphere for a customer with the goal of generating active engagement and a positive sales outcome.…

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Winning the Challenger Sale

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#26 Persuasive Storytelling with Brent Adamson, Global Head of Research and Communities at Ecosystems 48:22

10M ago48:22

48:22

In this episode of Winning the Challenger Sale, Jen is joined by Brent Adamson, the Global Head of Research and Communities at Ecosystems and former Distinguished Vice President at Gartner. They discuss persuasive storytelling from the perspective of using emotional selling to start a conversation, pique interest, influence purchasing decisions, an…

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Winning the Challenger Sale

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#25 Persuasive Storytelling with Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicator Podcast 43:11

10M ago43:11

43:11

In this episode of Winning the Challenger Sale, Jen is joined by Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicator Podcast. They explore some persuasive ideas for how sellers can use storytelling to motivate action and convey the human impact of the customer problem we're solving.…

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Winning the Challenger Sale

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#24 Opportunity Prioritization with Tom Alaimo, Growth Account Executive at Gong/Millennial Sales & Pavilion Podcast Host 31:31

10M ago31:31

31:31

In this episode of Winning the Challenger Sale, Jen is joined by Tom Alaimo, Growth Account Executive at Gong/Millennial Sales and Pavilion Podcast Host. They discuss approaches for optimal opportunity identification, assessment, and prioritization. Tom shares personal experiences and vivid illustrations of why he believes it’s important to be tran…

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Winning the Challenger Sale

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#23 Opportunity Prioritization with Johnathan Bald, Area Vice President of Large Enterprise Sales Netwitness - Canada & US East at RSA Secur 35:42

10M ago35:42

35:42

In this episode of Winning the Challenger Sale, hosted by Jen, Johnathan Bald, Area Vice President of Large Enterprise Sales Netwitness - Canada & US East at RSA Security, discusses the fundamentals of qualifying, disqualifying, and prioritizing opportunities. Johnathan explains how the unique market fit and the maturity of an organization influenc…

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Winning the Challenger Sale

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#22 Opportunity Prioritization, with Will Aitken, Sales Evangelist at Sales Feed 38:31

11M ago38:31

38:31

In this episode of Winning the Challenger Sale, hosted by Jen, Will Aitken, Sales Evangelist at Sales Feed, discusses opportunity prioritization in prospecting. They discuss the need to prioritize prospects to focus major efforts on the discussions and clients that are most likely to result in a successful sale. Aitken elaborates on how to distingu…

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Winning the Challenger Sale

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#21 Mike Randazzo’s Farewell Episode 29:59

11M ago29:59

29:59

In this episode of Winning the Challenger Sale, Jen Allen hosts Mike Randazzo's farewell session, which is his final episode as a co-host. They talk about the key concepts behind the Challenger sales strategy, as well as the most memorable experiences and discoveries they've had over the years. Mike discusses his experiences, techniques, and dilemm…

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Winning the Challenger Sale

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#20 Email Pitfalls to Avoid, with Sam McKenna, Founder at #samsales Consulting 35:57

11M ago35:57

35:57

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Sam McKenna, Founder at #samsales Consulting, discusses differentiation strategies for sales emails. They delve into finding the proper balance between personalization and relevance in email outreach. Sam explains in detail her ‘Show Me You Know Me’ approach. You don’t want to …

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Winning the Challenger Sale

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#19 Email Pitfalls to Avoid with Jen Allen and Mike Randazzo 49:47

11M ago49:47

49:47

In this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen discuss engaging prospects via email marketing using both the strategic and human approaches. They investigate ways to improve the email recipient’s experience by arousing their curiosity with findings obtained from your interest in the relevant issue, eventually insp…

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Winning the Challenger Sale

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#18 Email Pitfalls To Avoid, with Will Allred, Co-founder and COO at Lavender 35:18

12M ago35:18

35:18

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Will Allred, Co-Founder and COO of Lavender, presents ideas on writing emails that people want to respond to. They discuss interesting factors that influence customer reaction to email outreach.โดย Challenger,Inc.

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Winning the Challenger Sale

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#17 A Framework for Effective Emails, with Geoff Hendricks, Key Account Executive at Challenger and Ari Brinson, Business Development Associ 31:18

12M ago31:18

31:18

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Geoff Hendricks, Key Account Executive at Challenger, and Ari Brinson, Business Development Associate at Challenger, discuss their views and experiences with email marketing and present a framework for producing effective emails that customers love to engage with.…

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Winning the Challenger Sale

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#16 Social Selling: Your Secret Weapon in 2022, with Amy Volas, Founder & CEO of Avenue Talent Partners 28:09

12M ago28:09

28:09

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Amy Volas, Founder & CEO of Avenue Talent Partners, discusses achieving long-term success in recruiting, marketing and sales. Often, individuals prioritize self-promotion to attract prospects, which is usually rooted in short-term fulfillment goals such as now-now sales. But, w…

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Winning the Challenger Sale

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#15 Social Selling: Your Secret Weapon in 2022 with Jen Allen and Mike Randazzo 39:15

1y ago39:15

39:15

In this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen discuss social selling in depth. They discussed how important it is to include the human element in the sales and marketing process and deliver value that engages customers and prospects. They investigate factors that influence great sales, such as how easily customer…

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Winning the Challenger Sale

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#14 Social Selling: Your Secret Weapon in 2022 with Josh Braun, Founder of Josh Braun Sales Training 32:24

1y ago32:24

32:24

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Josh Braun, Founder of Josh Braun Sales Training, shares his perspective on social selling and how to engage with prospects in a way that flips their defense mechanism to traditional sales processes and allows them to open up to the solution you have to offer.…

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