#7 The Business Case for Change
Winning the Challenger Sale
English - September 16, 2021 09:00 - 37 minutes - ★★★★★ - 25 ratingsManagement Business challenger sale the challenger sale the challenger customer sales sales training sales advice Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
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.
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.
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Previous guests include: Ian Koniak of Ian Koniak Sales Coaching, Josh Braun of Josh Braun Sales Training, Will Allred of Lavender, Sam Mckenna of #samsales Consulting, Ravi Rajani of Ravi Rajani Consulting, Jeff Bajorek of Parabola Consulting, Howard Brown of Revenue.io, Amy Hrehovcik of Revenue Real Hotline and Carl Ferreria of Refine Labs.
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