The Dave Gerhardt Show How To Create Urgency, Build Pipeline, and Make Outbound Work (with Jen Allen-Knuth, Founder of DemandJen)
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Dec 1, 2025 In this engaging discussion, Jen Allen-Knuth, Founder of DemandJen and a seasoned sales expert, reveals why deals stall despite having superior products. She dives into the distractions created by an overload of shiny tools and how me-centric messaging keeps buyers stuck in the status quo. Jen shares two essential exercises that can highlight lost pipeline, emphasizes rebuilding outbound messaging to spark curiosity, and introduces a framework for crafting effective outreach that challenges buyer assumptions.
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Personal Note Before The Talk
- Jen shared a personal story about her dog receiving a terminal diagnosis before the event.
- Dave Gerhardt responded kindly, letting her adjust travel and talk timing, which she appreciated.
Status Quo Is The Real Competitor
- The biggest competitor to sales isn't rival companies — it's buyer status quo.
- Shiny new tools and AI increase noise, making convincing buyers to change harder.
Buyers Mask Choosing Status Quo
- Buyers rarely admit they chose status quo; they deflect with timing or budget reasons.
- Sales teams then over-index on objections and ask marketing for more case studies instead of fixing the cycle.