Latest The challenger customer Podcast Episodes
#44 Creating a Mutual Close Plan with Anthony Natoli, Strategic Account Executive at Lattice
Winning the Challenger Sale - October 11, 2022 12:00 - 33 minutes ★★★★★ - 25 ratingsThe theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Anthony Natoli to discuss the importance of mutual close plans; why and how salespeople should use them to enhance their sales processes.
#43 Creating a Mutual Close Plan with Aaron Evans, Co-Founder & Head of Training and Enablement at Flow State
Winning the Challenger Sale - October 04, 2022 12:00 - 36 minutes ★★★★★ - 25 ratingsThe theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Aaron Evans to discuss how to map out and mutually agree with a customer on the final steps toward closing a deal.
#42 Driving Urgency for Change with Carl Ferreira, Director of Sales at Refine Labs
Winning the Challenger Sale - September 27, 2022 12:00 - 36 minutes ★★★★★ - 25 ratingsThe theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Carl Ferreira to discuss approaches for creating healthy urgency in mid- to late-stage opportunities, especially when progress stalls.
#41 Driving Urgency for Change with Amelia Taylor, Strategic Sales & Lead Evangelist at regie.ai
Winning the Challenger Sale - September 20, 2022 12:00 - 33 minutes ★★★★★ - 25 ratingsThe theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Amelia Taylor to discuss how sales representatives can motivate action in mid to late-stage opportunities, especially when progress stalls.
#40 Driving Urgency for Change with Florin Tatulea, Founder at Sales Flo and Head of Sales Development at Plato
Winning the Challenger Sale - September 13, 2022 12:00 - 32 minutes ★★★★★ - 25 ratingsThe theme for September on the Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Florin Tatulea to discuss how understanding the buyer's position and trying to speak the buyer's language can assist sales professionals uncover the urgency for the buyer t...
#39 Driving Urgency for Change with John Shea, Global Field Enablement at Databricks
Winning the Challenger Sale - September 06, 2022 12:00 - 38 minutes ★★★★★ - 25 ratingsThe theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by John Shea to discuss how creating urgency allows salespeople to provide customers with real value—by getting the prospects to realize that every day, week, or month without the...
#38 Resolving Buying Group Conflict with Amy Hrehovcik, Podcast Host & Showrunner at Revenue Real Hotline
Winning the Challenger Sale - August 30, 2022 12:00 - 38 minutes ★★★★★ - 25 ratingsThe theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Amy Hrehovcik to discuss how to manage the inevitable buying group conflict and dysfunction that arises when you have multiple customer stakeholders getting either direct...
#37 Resolving Buying Group Conflict with Charles Muhlbauer, Lead Enablement Manager at CB Insights
Winning the Challenger Sale - August 23, 2022 12:00 - 37 minutes ★★★★★ - 25 ratingsThe theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Charles Muhlbauer to discuss the role that curiosity and discovery play for a seller leading a group meeting in front of a buying group.
#36 Resolving Buying Group Conflict with Luigi Prestinenzi, Co-Founder and Head of Growth at Sales IQ Group
Winning the Challenger Sale - August 16, 2022 12:00 - 42 minutes ★★★★★ - 25 ratingsThe theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Luigi Prestinenzi to discuss how to manage the inevitable buyer group conflict and dysfunction that arises when you have multiple customer stakeholders involved either di...
Resolving Buying Group Conflict with Luigi Prestinenzi, Co-Founder and Head of Growth at Sales IQ Group
Winning the Challenger Sale - August 16, 2022 12:00 - 42 minutes ★★★★★ - 25 ratingsThe theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Luigi Prestinenzi to discuss how to manage the inevitable buyer group conflict and dysfunction that arises when you have multiple customer stakeholders involved either di...
#35 Resolving Buying Group Conflict with Howard Brown, Founder and CEO of Revenue.io
Winning the Challenger Sale - August 10, 2022 14:25 - 31 minutes ★★★★★ - 25 ratingsThe theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Howard Brown to discuss nontraditional ideas for how sellers can manage the inevitable buyer dysfunction that happens when multiple stakeholders are involved in the decis...
#34 Resolving Buying Group Conflict with Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy
Winning the Challenger Sale - August 02, 2022 12:00 - 38 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, Jen is joined by Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy. They discuss how to resolve or mitigate conflict in the modern organizational process of making a purchasing decision, which primarily takes place among a group of execut...
#33 Turning Interest into Advocacy with Brandon Fluharty, Founder of Be Focused. Live Great and Facilitator at Make More Hustle Less Club
Winning the Challenger Sale - July 26, 2022 12:00 - 46 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Brandon Fluharty, Founder of Be Focused. Live Great. and Facilitator at Make More Hustle Less Club. They discuss consensus-based selling and how you can take a single interested stakeholder and aid them in their effo...
#32 Turning Interest into Advocacy with Nate Nasralla, Founder of Fluint
Winning the Challenger Sale - July 19, 2022 12:00 - 42 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Nate Nasralla, Founder of Fluint. They discuss how to sell with your buyers, not to them.
#31 Turning Interest into Advocacy with Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Parabola Consulting and Host of Rethink The Way You Sell
Winning the Challenger Sale - July 12, 2022 12:00 - 50 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Parabola Consulting and Host of Rethink The Way You Sell. They discuss how you can take a single interested stakeholder and aid them in their efforts ...
#30 Turning Interest into Advocacy with Mor Assouline, Founder at FDTC and Creator of Saas Talks: From Lead to Close Podcast
Winning the Challenger Sale - July 05, 2022 12:00 - 33 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Mor Assouline, Founder of FDTC and Creator of Saas Talks: From Lead to Close Podcast. They discuss sales strategies that convert interested buyers into advocates. How to approach a demo boost consumer delight so that...
#29 Persuasive Storytelling with WTCS Host, Jen Allen, Chief Evangelist at Challenger
Winning the Challenger Sale - June 28, 2022 12:00 - 34 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, WTCS host Jen Allen recounts the June theme of persuasive storytelling. She discusses her sales journey and highlights common mistakes salespeople make when telling their stories that leave a buyer in a "no decision" position. She also recommends pr...
#28 Persuasive Storytelling with Nick Capozzi, Head of Storytelling at Demostack
Winning the Challenger Sale - June 21, 2022 12:00 - 36 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Nick Capozzi, Head of Storytelling at Demostack. They discuss how to use descriptive words and ideas to help prospects visualize themselves as part of your story and relate better to the ideas or products you're sell...
#27 Persuasive Storytelling with Doug Ferreira, President of Ferreira Sales Training and Consulting
Winning the Challenger Sale - June 14, 2022 12:00 - 44 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, Jen is joined by Doug Ferreira, President of Ferreira Sales Training and Consulting. They discuss storytelling as an investment in creating a collaborative atmosphere for a customer with the goal of generating active engagement and a positive sales ...
#26 Persuasive Storytelling with Brent Adamson, Global Head of Research and Communities at Ecosystems
Winning the Challenger Sale - June 07, 2022 12:00 - 47 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, Jen is joined by Brent Adamson, the Global Head of Research and Communities at Ecosystems and former Distinguished Vice President at Gartner. They discuss persuasive storytelling from the perspective of using emotional selling to start a conversatio...
#25 Persuasive Storytelling with Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicator Podcast
Winning the Challenger Sale - May 31, 2022 12:00 - 42 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, Jen is joined by Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicator Podcast. They explore some persuasive ideas for how sellers can use storytelling to motivate action and convey the human impact of the customer ...
#24 Opportunity Prioritization with Tom Alaimo, Growth Account Executive at Gong/Millennial Sales & Pavilion Podcast Host
Winning the Challenger Sale - May 24, 2022 12:00 - 31 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, Jen is joined by Tom Alaimo, Growth Account Executive at Gong/Millennial Sales and Pavilion Podcast Host. They discuss approaches for optimal opportunity identification, assessment, and prioritization. Tom shares personal experiences and vivid illus...
#23 Opportunity Prioritization with Johnathan Bald, Area Vice President of Large Enterprise Sales Netwitness - Canada & US East at RSA Security
Winning the Challenger Sale - May 17, 2022 12:00 - 35 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, hosted by Jen, Johnathan Bald, Area Vice President of Large Enterprise Sales Netwitness - Canada & US East at RSA Security, discusses the fundamentals of qualifying, disqualifying, and prioritizing opportunities. Johnathan explains how the unique ma...
#22 Opportunity Prioritization, with Will Aitken, Sales Evangelist at Sales Feed
Winning the Challenger Sale - May 10, 2022 12:00 - 37 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, hosted by Jen, Will Aitken, Sales Evangelist at Sales Feed, discusses opportunity prioritization in prospecting. They discuss the need to prioritize prospects to focus major efforts on the discussions and clients that are most likely to result in a ...
#21 Mike Randazzo’s Farewell Episode
Winning the Challenger Sale - May 03, 2022 12:00 - 29 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, Jen Allen hosts Mike Randazzo's farewell session, which is his final episode as a co-host. They talk about the key concepts behind the Challenger sales strategy, as well as the most memorable experiences and discoveries they've had over the years. M...
Mike Randazzo’s Farewell Episode
Winning the Challenger Sale - May 03, 2022 12:00 - 29 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, Jen Allen hosts Mike Randazzo's farewell session, which is his final episode as a co-host. They talk about the key concepts behind the Challenger sales strategy, as well as the most memorable experiences and discoveries they've had over the years. M...
#20 Email Pitfalls to Avoid, with Sam Mckenna, Founder at #samsales Consulting
Winning the Challenger Sale - April 26, 2022 12:00 - 34 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, hosted by Jen and Mike, Sam Mckenna, Founder at #samsales Consulting, discusses differentiation strategies for sales emails. They delve into finding the proper balance between personalization and relevance in email outreach. Sam explains in detail h...
#19 Email Pitfalls to Avoid with Jen Allen and Mike Randazzo
Winning the Challenger Sale - April 19, 2022 12:00 - 48 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen discuss engaging prospects via email marketing using both the strategic and human approaches. They investigate ways to improve the email recipient’s experience by arousing their curiosity with findings obtained from...
#18 Email Pitfalls To Avoid, with Will Allred, Co-founder and COO at Lavender
Winning the Challenger Sale - April 12, 2022 12:00 - 34 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, hosted by Jen and Mike, Will Allred, Co-Founder and COO of Lavender, presents ideas on writing emails that people want to respond to. They discuss interesting factors that influence customer reaction to email outreach.
#17 A Framework for Effective Emails, with Geoff Hendricks, Key Account Executive at Challenger and Ari Brinson, Business Development Associate at Challenger
Winning the Challenger Sale - April 05, 2022 12:00 - 30 minutes ★★★★★ - 25 ratingsIn 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 em...
Related The challenger customer Topics