Navigating Quota Changes and Understanding Buyer Resistance

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning.

🎙 ACTIONABLE TAKEAWAYS:

• Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight.

• Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems.

• Mirror high-level goals and “before state” language to make case studies resonate more deeply.

• Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in.

JEN’S PATH TO PRESIDENT’S CLUB:
Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger

RESOURCES DISCUSSED:

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