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

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, safety, or peace of mind. Hence, they are compelled to take action as quickly as possible.