The GTM Podcast 37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson
9 snips
Dec 11, 2018 
Brent Adamson, a distinguished vice president at Gartner and co-author of influential sales books, shares his expertise on Challenger Selling. He delves into the importance of adapting sales strategies to complex purchasing behaviors and understanding customer mental models. Brent highlights the critical role of 'mobilizers' in driving consensus within organizations, emphasizing that effective selling requires engaging multiple stakeholders. He also offers insights on fostering change through meaningful conversations and establishing credibility in today's dynamic sales landscape.
Chapters
Transcript
Episode notes
1 2 3 4 5 6
Intro
00:00 • 4min
Mastering the Challenger Sale
04:17 • 23min
Engaging Stakeholders: The Power of Mobilizers
27:06 • 9min
Understanding the Role of Mobilizers in Sales Interactions
35:50 • 5min
Navigating Complex Sales: The Role of a Buying Coach
40:31 • 3min
Understanding Challenger Selling: Insights and Strategies
43:19 • 4min