Winning the Challenger Sale

#51 Avoiding Death by Discovery with Doug Landis, Growth Partner at Emergence Capital

Nov 29, 2022

44:08

Creator website

Episode guests

Doug Landis

Highlights

AI Chapters

Episode notes

How to Navigate Challengers in the Industry

01:20

The Unspoken Truth About Hiring in a Recession

01:52

The Death of Discovery

04:05

The Godfather of the World of Sales

01:57

Introduction

2min

The Death of Discoverion

2min

How Did You Get Into Sales?

2min

The Death of Discovery

4min

What's the Difference Between Discovery and Qualification?

2min

Are You a CFO or a Buyer?

2min

Are You Empathetic to Your Prospects?

6min

Selling to CMOs - You're Just Born Five Seconds Ago

6min

Do I Have to Ask a Million Questions?

2min

10.

Is That What You Want to Know as a Buyer?

3min

11.

Selling a Solution, Let Me Help You Solve a Problem

4min

12.

Are You Making It Easier?

3min

13.

Selling Is a Series of Conversations

2min

14.

The Godfather of the World of Sales

2min

15.

How Do You Build Your Own Personal Brand?

3min

The theme for this special episode on Winning the Challenger Sale is Avoiding Death by Discovery. WTCS host, Jen Allen, is joined by Doug Landis to explore the major themes, such as “anti-discovery,” that disrupted the status quo of selling throughout the year 2022.

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