Latest The challenger customer Podcast Episodes
#16 Social Selling: Your Secret Weapon in 2022, with Amy Volas, Founder & CEO of Avenue Talent Partners
Winning the Challenger Sale - March 29, 2022 12:00 - 27 minutes ★★★★★ - 25 ratingsIn 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...
#15 Social Selling: Your Secret Weapon in 2022 with Jen Allen and Mike Randazzo
Winning the Challenger Sale - March 22, 2022 12:00 - 38 minutes ★★★★★ - 25 ratingsIn 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 t...
#14 Social Selling: Your Secret Weapon in 2022 with Josh Braun, Founder of Josh Braun Sales Training
Winning the Challenger Sale - March 15, 2022 12:00 - 31 minutes ★★★★★ - 25 ratingsIn 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...
#13 Engaging C-Level Buyers with Richard Perez, Lead Advisor for Sales and Go-to-Market Practice at Apax
Winning the Challenger Sale - March 08, 2022 13:00 - 25 minutes ★★★★★ - 25 ratingsIn 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 in...
#12 Engaging C-Level Buyers with Jen Allen & Mike Randazzo
Winning the Challenger Sale - March 01, 2022 13:00 - 26 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen dive deep into this week's theme of "engaging C-level buyers". They investigate factors that will make selling difficult in 2022, focusing on the complexity of the expanding buyer's side as a result of increased ris...
#12 Engaging C-Level Buyers with Jenn Allen & Mike Randazzo
Winning the Challenger Sale - March 01, 2022 13:00 - 26 minutes ★★★★★ - 25 ratingsIn this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen dive deep into this week's theme of "engaging C-level buyers". They investigate factors that will make selling difficult in 2022, focusing on the complexity of the expanding buyer's side as a result of increased ris...
#11 Engaging C-Level Buyers with Ian Koniak, Founder & President of Ian Koniak Sales Coaching
Winning the Challenger Sale - February 22, 2022 13:00 - 32 minutes ★★★★★ - 25 ratingsIn 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, wha...
#10 The Negotiation Curveball
Winning the Challenger Sale - December 16, 2021 08:00 - 36 minutes ★★★★★ - 25 ratingsIn 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 we...
#9 The Objection
Winning the Challenger Sale - November 18, 2021 08:00 - 29 minutes ★★★★★ - 25 ratingsDoes 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 to...
#8 The Group Meeting
Winning the Challenger Sale - October 21, 2021 08:00 - 38 minutes ★★★★★ - 25 ratingsInsight-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.
#7 The Business Case for Change
Winning the Challenger Sale - September 16, 2021 09:00 - 37 minutes ★★★★★ - 25 ratingsOn 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 envir...
#6 The Value Demo
Winning the Challenger Sale - August 19, 2021 10:00 - 37 minutes ★★★★★ - 25 ratingsOn this month's episode, hosts Mike Randazzo and Jen Allen talk demos. The good, the bad and the ugly. Every sales person needs to demo their product or solution in some way, at some point, but the reality is there is much more that can go wrong with demos than right. Listen as Mike and Jen disc...
#5 The Territory Plan
Winning the Challenger Sale - July 22, 2021 08:00 - 32 minutes ★★★★★ - 25 ratingsHow 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.
#4 The Teaching Opportunity
Winning the Challenger Sale - June 25, 2021 07:00 - 39 minutes ★★★★★ - 25 ratingsHave 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.
#3 The Discovery Call
Winning the Challenger Sale - May 20, 2021 09:00 - 47 minutes ★★★★★ - 25 ratingsOn this episode of the Winning the Challenger Sale podcast, hosts John Shea and Mike Randazzo and guest, Jennifer Allen, break down how to get the discovery call right. Discovery is a critical component of most sales processes, yet it's often misunderstood or overlooked in its importance. Listen ...
#2 The Introduction
Winning the Challenger Sale - April 22, 2021 09:00 - 39 minutes ★★★★★ - 25 ratingsOn 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 w...
#1 The Negotiation
Winning the Challenger Sale - March 18, 2021 08:00 - 23 minutes ★★★★★ - 25 ratingsOn 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 'sizi...
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