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#104: How Challengers Thrive in a Fear-Driven Market

Winning the Challenger Sale

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Challenges in Sales Forecasting and Deal Management

The chapter discusses the difficulties encountered by sales leaders and PE CEOs in accurately forecasting deals and managing them due to uncertainties in the market, leading to frustrations and micromanagement. Despite abundant data, there are still challenges in maintaining forecasting accuracy and transparency in deals, risking a transactional sales process.

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