Winning the Challenger Sale

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Geoff Hendricks, Key Account Executive at Challenger, and Ari Brinson, Business Development Associate at Challenger, discuss their views and experiences with email marketing and present a framework for producing effective emails that customers love to engage with.

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Amy Volas, Founder & CEO of Avenue Talent Partners, discusses achieving long-term success in recruiting, marketing and sales. Often, individuals prioritize self-promotion to attract prospects, which is usually rooted in short-term fulfillment goals such as now-now sales. But, what if, with a thorough understanding of a niche's issue, one could engage an audience in a substantive discussion, leading to meaningful interaction, resulting in genuine value to a customer? Amy goes into great detail about the impact of short-term approaches on sales outcomes.

In this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen discuss social selling in depth. They discussed how important it is to include the human element in the sales and marketing process and deliver value that engages customers and prospects. They investigate factors that influence great sales, such as how easily customers connect with stories, especially ones that highlight challenges they are facing and how you have enabled better outcomes for other customers like them.

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Josh Braun, Founder of Josh Braun Sales Training, shares his perspective on social selling and how to engage with prospects in a way that flips their defense mechanism to traditional sales processes and allows them to open up to the solution you have to offer.

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Richard Perez, Lead Advisor for Sales and Go-to-Market Practice at Apax, presented ideas on how to approach C-level buyers, how to deal with problems by offering unique insights into their viewpoints, and how to turn those insights into practical solutions. He shares his views on how to engage with C-level buyers on a human level, as well as the significance of prior preparation for a meaningful conversation with them.

Discover the intricacies of engaging C-level buyers in today’s complex landscape. The discussion highlights the shift from traditional solo decision-makers to a more collaborative approach, emphasizing the importance of mobilizers. It also addresses the evolving dynamics of decision-making post-pandemic, where employee well-being plays a crucial role. Embracing a human-centered leadership style is pivotal for sales professionals. Learn how sellers can adapt their strategies to navigate various purchase cultures and effectively connect with high-level executives.

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Ian Koniak, Founder & President at Ian Koniak Sales Coaching, shares how to engage C-level buyers, convince them to take the meeting, and then ensure those meetings are productive. He shares his formula for cold emailing, what to say during those meetings, and then how to connect with C-level buyers on both a human and professional level.

In this episode, hosts Mike Randazzo and Jen Allen talk all about late-stage negotiations. You're wrapping up late-stage deals that you've been working on for months, you're in the final mile, and then... procurement throws you a curveball. An unexpected request, demand, or ultimatum that you weren't anticipating and you're rushing to come up with a response at the moment. But, what if the perfect response is actually no response at all? Or a delayed response? Listen to hear Mike and Jen unpack what high-performing sellers do differently than their average or core performers peers when it comes to handling curveballs that are thrown their way in late-stage negotiations.

Does this sound familiar? You're too expensive. The timing isn't right. We're happy with the solution we have. If there's one topic that's truly universal in B2B selling, both in terms of how often sellers face it and one of things sellers hate the most, it's objection handling. But what if we told you that most sellers approach objection handling all wrong? On this episode, Mike and Jen share a completely different way to approach customer or prospect objections.

Insight-selling in a one-to-one customer conversation is one thing. But how do we do it effectively in front of the entire buying group? Check out this month's podcast to learn more.