Winning the Challenger Sale #42 Driving Urgency for Change with Carl Ferreira, Director of Sales at Refine Labs
Sep 27, 2022
Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12 13 14
Introduction
00:00 • 2min
How to Motivate Action With a Mid to Late Stage Opportunity
01:41 • 4min
Driving Urgency for Change
05:45 • 3min
How to Drive Urgency for Change
08:31 • 5min
The Importance of a Good Motion
13:41 • 2min
How to Create Urgency in an Uncertain Market
15:52 • 3min
The Importance of Detaching the Outcome
19:00 • 2min
How to Drive Urgency
20:48 • 3min
How to Deal With Unreasonably High Costs
23:37 • 2min
How to Create Urgency Early in a Sales Process
25:51 • 3min
The Wild Assumption That We're Losing in the Beginning
28:49 • 3min
How to Earn Confidence in Early Stage Sellers
32:09 • 2min
How to Talk to Anthony Enorino
34:06 • 2min
How to Win the Challenger Sale
35:41 • 2min