Winning the Challenger Sale

De: Challenger
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  • Resumen

  • Win the sales moments that matter, every day. Take a deep dive into the day-to-day skills and behaviors proven to win in complex selling and buying environments. Hosted by the team that brought you the best-selling books, "The Challenger Sale" and "The Challenger Customer."

    Learn more about our "Winning the Challenger Sale" webinar series here: https://www.challengerinc.com/events/
    Challenger Performance Optimization, Inc.
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Economía Exito Profesional Gestión Marketing
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Episodios
  • #107: Mentoring the Next Generation of Successful Sales Leaders

    #107: Mentoring the Next Generation of Successful Sales Leaders
    Feb 27 2024
    The sales profession has evolved, but one thing has remained the same: the power and importance of mentorship. Where sales leaders once learned in person from each other in unstructured meetings — office banter, going to lunch, connecting at conferences or networking events — many of today’s professionals now work primarily from home. So how can we foster growth and success in today’s sales leaders? The answer remains the same, but the execution looks a little different.

    Dan Dal Degan, operating executive at Marlin Equity Partners, is a skilled mentor with a strong commitment to returning the energy and input he received as an up-and-coming professional. In the last episode of Winning the Challenger Sale podcast before a hiatus, Andee and Dan reflect on how mentorship has evolved, where sales professionals should look for growth today, and the current (and future) state of the field.

    Join us as we discuss:
    • Raising awareness of the sales profession
    • The new abundance of opportunities for mentorship and individual development
    • The direct roadmap of sales roles to leadership positions
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    41 m
  • #106: Accelerating Pipeline with a Unified ABM Strategy

    #106: Accelerating Pipeline with a Unified ABM Strategy
    Feb 13 2024
    What does account-based marketing (ABM) look like in 2024?

    For most people, they talk about it as a platform, and not a strategy.

    When you embrace ABM as a critical part of your GTM strategy, you can break down internal barriers and bring marketing, sales and customer together to create the ultimate account experience.

    Kristina Jaramillo, president of Personal ABM, argues that this team approach creates top-tier account experiences, allowing teams to work in unison to drive greater revenue, and expand and retain existing clients, ultimately diminishing the continued challenge to do more with less.

    We discuss:
    • The importance of ABM and how you can use it to double your revenue
    • How to develop doubt-proof business cases for client expansion and gaining client trust
    • Achieving a holistic team effort utilizing cross-departmental strategy and integration
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    25 m
  • #105: Balancing the Art and Science of Selling

    #105: Balancing the Art and Science of Selling
    Jan 30 2024
    For sellers, the past few years have shown that feast or famine, repeatable and dependable sales process wins every time.

    Kendra Tucker, CEO at Truckstop, joins Challenger CEO Andee Harris on this episode to talk about what she’s learned from her experience in private equity and as a sales leader. Kendra talks about how process guided Truckstop through the turbulent pandemic era, the cost of inaction, and brings advice for sellers and sales leaders to navigate this unusual economy (and win more deals).

    Join us as we discuss:
    • Closing deals when buyers face uncertainty
    • Navigating the cost of indecision (COI)
    • Leaning into processes during good and bad economic times
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    33 m

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