Evolving Dynamics in C-Level Decision-Making

In this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen dive deep into this week's theme of "engaging C-level buyers". They investigate factors that will make selling difficult in 2022, focusing on the complexity of the expanding buyer's side as a result of increased risk aversion to the traditional solo buyer role. Listen to Mike and Jen explain the shift from the traditional perspective of autonomous purchase consideration by the C-level suite to the need of the seller to develop compelling insights through other sensitive factors that influence success.