Winning the Challenger Sale

On this month's episode, hosts Mike Randazzo and Jenn Allen talk all about building a case for change. Change initiatives or purchases are hard for customers to commit to, especially in uncertain times. But what does it take to get a risk averse buyer to move off of their status quo in this environment? The answer: a rock solid business case for change built not only on rational, quantitative evidence, but also on an appeal to the emotional drivers of purchase decision making.

Dive into the art of product demos, where hosts unpack the highs and lows of showcasing solutions. They discuss common pitfalls that can derail presentations and share strategies for tailoring demos to engage various stakeholders effectively. The importance of aligning demos with buyer pain points takes center stage, ensuring that sellers demonstrate real value rather than just features. Listen for tactical tips on asking discovery questions to enhance engagement and keep the focus on genuine client needs.

How should I prioritize my pursuits and protect my limited time?Listen to hear hosts Mike Randazzo and Jen Allen discuss how Challengers prioritize their pursuits, whether halfway through the year or beginning with a completely new territory.

Have I earned the right to ‘teach’ my customer yet?Listen to hear hosts Mike Randazzo and Jen Allen discuss how Challengers leverage credibility building and effective questioning to then introduce the right insight, at the right time.

This week, Jen Allen, a partner and seasoned expert in sales, joins the hosts for a deep dive into the art of discovery calls. They emphasize the shift from merely qualifying leads to genuinely understanding customer needs. Jen shares strategies for conducting engaging and insightful conversations, stressing the importance of high-gain questions and active listening. The discussion also tackles the challenges of remote selling, revealing how to adapt communication effectively to connect with prospects in a virtual environment.

On this episode of the Winning the Challenger Sale podcast, hosts John Shea and Mike Randazzo discuss the importance of  showing up with credibility in your first interaction with a new client or prospect. Our first guest Jen Allen, Key Account Executive at Challenger, will share her experience with demonstrating credibility and making a strong first impression on the first sales interaction with a prospect, and the prep work you can do to make sure you're prepared.Our second guest, Kristina Jaramillo, Founder and President of Personal ABM will be talking all how you can build credibility with social selling techniques.

On the first episode of the Winning the Challenger Sale podcast, hosts John Shea and Mike Randazzo talk all about negotiations - one of the aspects of the sales process that sellers are least confident in. Joined by guest Lauren Graves, Challenger's Head of Learning and Design, they discuss 'sizing the pie' versus 'protecting the pie', how Challengers deal with curveballs, and how to handle the anxiety called "torschlusspanik" in advance of the negotiation.