Winning the Challenger Sale

#42 Driving Urgency for Change with Carl Ferreira, Director of Sales at Refine Labs

Sep 27, 2022

37:50

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Episode notes

Introduction

2min

How to Motivate Action With a Mid to Late Stage Opportunity

4min

Driving Urgency for Change

3min

How to Drive Urgency for Change

5min

The Importance of a Good Motion

2min

How to Create Urgency in an Uncertain Market

3min

The Importance of Detaching the Outcome

2min

How to Drive Urgency

3min

How to Deal With Unreasonably High Costs

2min

10.

How to Create Urgency Early in a Sales Process

3min

11.

The Wild Assumption That We're Losing in the Beginning

3min

12.

How to Earn Confidence in Early Stage Sellers

2min

13.

How to Talk to Anthony Enorino

2min

14.

How to Win the Challenger Sale

2min

The theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Carl Ferreira to discuss approaches for creating healthy urgency in mid- to late-stage opportunities, especially when progress stalls.

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