Dan Dal Degan, an operating executive at Marlin Equity Partners and skilled mentor, discusses the critical role of mentorship in today's evolving sales landscape. He emphasizes the need for adaptive growth strategies in remote work environments and the abundance of new mentorship opportunities. The conversation highlights the transformation of sales education, the integration of technology, and how sales professionals can successfully transition into leadership roles. Personal anecdotes shed light on balancing leadership with personal commitments, making for an engaging and insightful dialogue.

Christina Jaramillo, President of Personal ABM and co-host of the ABM Done Right podcast, dives into the evolving landscape of account-based marketing. She emphasizes the shift from ABM to a more holistic Account-Based Experience (ABX), advocating for collaboration among sales, marketing, and customer success teams. Insights include using ABM to double revenue, the necessity of building trust through education, and the importance of a unified strategy in enhancing client experiences. Jaramillo's practical tips on cross-departmental integration aim to drive greater growth and retention.

For sellers, the past few years have shown that feast or famine, repeatable and dependable sales process wins every time. Kendra Tucker, CEO at Truckstop, joins Challenger CEO Andee Harris on this episode to talk about what she’s learned from her experience in private equity and as a sales leader. Kendra talks about how process guided Truckstop through the turbulent pandemic era, the cost of inaction, and brings advice for sellers and sales leaders to navigate this unusual economy (and win more deals).Join us as we discuss: Closing deals when buyers face uncertaintyNavigating the cost of indecision (COI)Leaning into processes during good and bad economic times

Geoff Hendricks, a key account executive at Challenger, discusses strategies to combat indecision in a fear-driven market, identifying Talkers, Blockers, and Mobilizers, and the importance of understanding and leveraging prospect timelines in the sales process. The podcast explores challenges in sales forecasting, sales strategy, and qualifying frameworks, emphasizing the significance of personalized experiences and evolving sales standards in navigating the evolving sales landscape.

2024 promises more obstacles than ever for sellers, with increasingly elongated sales cycles, creeping increased indecision and tighter budgets. But what exactly does that mean for you and your sales team?Despite this bleak outlook, Matt Doyon, co-founder and CEO of Triple Session and author of “Revenue Revolution,” has a striking forecast: this year, the top 20% of sales professionals will have their best year yet. The middle 60% will struggle. And bottom 20%? They’re likely to find themselves out of a job. Fortunately, you have the power to push yourself into the top tier, making 2024 a year to thrive. We discuss:Tactical advice for reps to implement today for a successful year aheadWhy there’s no room left for the lowest-performing reps (and how you can ensure you’re not one of them)Why this year spells disaster for the “Lone Wolf,” and why the Challenger will come out on top

Why aren’t you winning? For so many modern sellers, the answer is only visible once it’s too late. According to research published in The JOLT Effect, 40-60% of deals are lost to this nearly-invisible force. This week on WTCS we’re joined by Ted McKenna, founding partner at DCM Insights and co-author of The JOLT Effect, to break down indecision’s impact on your win rates. Ted and Andee address the key steps sales teams can take to unlock stalled deals and push through to a successful close, even when key players are mired in indecision.We discuss:The major role of omission bias in buyer indecision, and what you can do about itSales techniques for building trust and navigating customer concernsBalancing buyer expectations in practical, achievable outcomes — and transformative possibilities

Nader Pishdad, principal executive advisor at Challenger, and CEO Andee Harris discuss trends for 2023 and 2024 in sales. Topics include buyer preferences, AI impact on sales efficiency, post-sale structure importance, and balancing digitalization with human interaction. The episode wraps up with holiday trivia and a teaser for future themes.

In this special 100th episode of Winning The Challenger Sale podcast, we’re joined by Ramsey Jay, Jr., Principal at Ramsey Jay, Jr. and Associates and co-author of The Mentorship Engine, who shares how to shift sales teams’ mindsets and build successful, optimized workplace cultures to supercharge sales teams heading into 2024.Host Andee Harris, CEO of Challenger, celebrates this milestone episode and then she and Ramsey dive deep on inclusivity, mentorship, and the power of love and service — and how embracing these means better business. We discuss:Building authenticity into culture to balance company values and employee voicePrioritizing intangibles to retain top-tier talent with inclusive culture and KPIsThe Importance of communication and power of the inclusive language matrix Ramsey’s book, The Mentorship Engine, is available on Amazon.

What makes an efficient and successful modern selling machine? Customized, personalized tactics aligned directly to the customer journey. Alice Heiman, founder and “chief sales energizer” at Sales Strategies for CEOs has helped countless CEOs shift their mindset from traditional methods to a modernized approach — leading the way with strong collaboration and insight to navigate today’s evolving buyers. The secret? Sellers must orchestrate their internal team, from leadership to subject matter experts, and build custom strategies to meet the needs of their prospects. Alice joins our guest host, Challenger COO Alli Manning, to share how sellers can embrace this mindset to close out the year strong and keep pace for the coming year. We discuss:Modern sales techniques for adapting to today’s buyer behaviorOrchestrating selling team dynamics — from CEO involvement to team motivationGuiding buyers, building confidence, and leveraging buyer verifiers

What marks the difference between a prepared seller and an unprepared rep? Whichever one follows the fundamentals of sales during times of ease will be the one who successfully navigates volatile markets. Intentionality, strategy, discovery — remember those cornerstones and your sales team will rise above any coming adversity. Jeb Blount, CEO at Sales Gravy, joins Andee this week to discuss avoiding slipping into a state of alert as the year comes to a close. He emphasizes the importance of qualifying deals, focusing on engagement, and matching efforts to land the right deal at the right time. Testifying in the case for in-person sales meetings, Jeb explains the results he’s witnessed and how face-to-face interactions fuel stronger sales. Join us as we discuss:Sales strategies in a volatile economy and how to avoid a state of alertHow to set your team up for a strong end-of-yearWhy a mix of in-person and virtual communication is key