Challenger

Winning the Challenger Sale

Business EN ↓ 107 episodes

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/

Be sure to visit the podcast's website and support the creator: www.spreaker.com

Author

Challenger

Episodes

#57 Being a human first and selling through storytelling to win in uncertain times with Rebecca Grimes, CRO at Ruby 07.02.2023 26:29

On this episode of the Winning the Challenger Sale podcast, Andee Harris, CEO of Challenger, is joined by Rebecca Grimes, Chief Revenue Officer at Ruby, to discuss skills such as listening skills, storytelling skills and others that are necessary to possess for sales when the market is tough. They also discuss how agility and being a human first can help you to sell. Tune in now to hear all about...

#56 Turning Interest Into Advocacy: Episode Recap With Andee Harris, CEO of Challenger 24.01.2023 22:08

On this episode of the Winning the Challenger Sale podcast, Andee Harris, CEO of Challenger, recaps highlights from the second most popular theme from the podcast last year. The goal is to help you kickstart the year on a solid foundation while riding on the wings of these clips. This time, she walks us through deep insights from the theme “Turning Interest into Advocacy.” Tune in to learn how to...

#55 Persuasive Storytelling: Episode Recap With Andee Harris, CEO of Challenger 10.01.2023 19:53

On this episode of the Winning the Challenger Sale podcast, our host Andee Harris, CEO of Challenger, runs through the highlights of our most popular theme from 2022. Tune in to hear non-traditional ideas on effectively deploying storytelling to inspire action and solve your customer’s problem from interviews with Brett Adamson, Nick Capozzi, Ravi Rajani, and Doug Ferreira.

#54 2022 Year in Review With Andee Harris, CEO of Challenger 20.12.2022 32:12

On this special 2022 Year in Review episode of the Winning the Challenger Sale podcast, our new host Andee Harris, CEO of Challenger, runs through the highlights of our most popular episodes from this year. Tune in to hear the best clips from Ravi Rajani, Brandon Fluharty, Jeff Bajorek, Sam McKenna, Will Allred, and Tom Alaimo as they discuss major themes that have disrupted the status quo of sell...

#53 The 2022 Year-in-Review With Andee Harris, CEO of Challenger 13.12.2022 20:22

The theme for December on Winning the Challenger Sale is a recap of the best insights from 2022. WTCS host, Jen Allen, speaks with Andee Harris, CEO of Challenger, to explore the major themes that have disrupted the status quo of selling this year.

#52 The 2022 Year-in-Review With Dr. Howard Dover, Director of the Center for Professional Sales and Sales Coaching at Naveen Jindal School 06.12.2022 39:39

The theme for December on Winning the Challenger Sale is a recap of the best insights from 2022. WTCS host, Jen Allen, is joined by Dr. Howard Dover to explore the major themes that have disrupted the status quo of selling this year.

#51 Avoiding Death by Discovery with Doug Landis, Growth Partner at Emergence Capital 29.11.2022 44:08

The theme for this special episode on Winning the Challenger Sale is Avoiding Death by Discovery. WTCS host, Jen Allen, is joined by Doug Landis to explore the major themes, such as “anti-discovery,” that disrupted the status quo of selling throughout the year 2022.

#50 Preparing for Negotiations with Caroline Franczia, Founder at Uppercut First 22.11.2022 24:17

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Caroline Franczia to explore how star sellers prepare negotiables and anticipate curve balls ahead of negotiation conversations. In addition, they discuss the similarities and differences between MEDDIC and the Challenger selling method, as well as the roles that early stakeholde...

#49 Preparing for Negotiations with Kyle Asay, Regional Vice President, Corporate Sales at MongoDB 15.11.2022 33:34

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Kyle Asay to discuss how to prepare, anticipate, and mitigate curveballs ahead of negotiation conversations.

#48 Preparing for Negotiations with Niko Papademetriou, Senior Vice President Sales & Business Development at Qu POS 08.11.2022 41:36

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Niko Papademetriou to discuss techniques used by star salespeople to prepare for negotiations and any surprises that may come up.

#47 Preparing for Negotiations with Ryan Scalera, Head of Business Development at Flosum 01.11.2022 36:34

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host Jen Allen is joined by Ryan Scalera to discuss how star sellers prepare to open negotiations and anticipate curve balls ahead of negotiation conversations.

#46 Creating a Mutual Close Plan with Geoff Hendricks, Key Account Executive at Challenger 25.10.2022 35:41

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host Jen Allen is joined by Geoff Hendricks to discuss the importance of ensuring you're on the same page with your buyer about what needs to be done before closing a deal.

#45 Creating a Mutual Close Plan with Leslie Venetz, Founder at Sales Team Builder 18.10.2022 29:32

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Leslie Venetz to discuss the role of a mutual close plan in driving sales success. She sees the close plan as an opportunity to guide a buyer through the buying process towards an outcome beneficial for them and, hopefully, for you.

#44 Creating a Mutual Close Plan with Anthony Natoli, Strategic Account Executive at Lattice 11.10.2022 34:14

The 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 04.10.2022 37:16

The 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 27.09.2022 37:50

The 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 20.09.2022 34:12

The 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 13.09.2022 33:15

The 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 to take the necessary action and some strategies for SDRs and AEs to be successful in sales.

#39 Driving Urgency for Change with John Shea, Global Field Enablement at Databricks 06.09.2022 39:54

The 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 proposed solution hurts their business, their income, safety, or peace of mind. Hence, they are compel...

#38 Resolving Buying Group Conflict with Amy Hrehovcik, Podcast Host & Showrunner at Revenue Real Hotline 30.08.2022 39:23

The 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 directly or indirectly involved in a deal.

#37 Resolving Buying Group Conflict with Charles Muhlbauer, Lead Enablement Manager at CB Insights 23.08.2022 38:31

The 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 16.08.2022 43:48

The 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 directly or indirectly in a deal.

#35 Resolving Buying Group Conflict with Howard Brown, Founder and CEO of Revenue.io 10.08.2022 32:28

The 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 decision.

#34 Resolving Buying Group Conflict with Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy 02.08.2022 39:53

In 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 executives and managers, as well as how to navigate the perplexing behaviors that occur when closing a sa...

#33 Turning Interest into Advocacy with Brandon Fluharty, Founder of Be Focused. Live Great and Facilitator at Make More Hustle Less Club 26.07.2022 47:23

In 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 efforts to advocate for you with the broader buying team.