2022
Winning the Challenger Sale
Season 3 Replay
E1 Engaging C-Level Buyers
In Episode 1, Engaging C-Level Buyers, our co-hosts Chief Evangelist Jen Allen and VP/GM Mike Randazzo tackle the commonly held beliefs that influencing the C-suite is the most important initiative in a sale. They dispel this single influencer concept by delving into the importance of overall stakeholder management. In addition, they provide tangible tactics for how the audience can elevate insight-led messaging to unlock access to different types of senior decision makers.
E2 Social Selling: Your Secret Weapon In 2022
In Episode 2, Social Selling: Your Secret Weapon In 2022, our co-hosts Chief Evangelist Jen Allen and VP/GM Mike Randazzo break down and organize social selling specifically for salespeople. They cover how individuals can build a credible brand on social media to become a source of valuable insight and unlock lead gen potential. Their recommendations include avoiding the “look at me” trap that many “thought leaders” on social media fall into.
E3 Email Pitfalls to Avoid
In Episode 3, Email Pitfalls to Avoid, our co-hosts Chief Evangelist Jen Allen and VP/GM Mike Randazzo discuss the complexities of email outreach in today's B2B sales environment. They also explore human behavior change around inbound requests and how to create thought-provoking outbound emails that prospects will want to respond to.
E4 Opportunity Prioritization
In Episode 4, Opportunity Prioritization, our host and Chief Evangelist Jen Allen focuses on sellers' overreliance on traditional measures for opportunity prioritization. The more traditional tactics don't take into account the emerging behavior of "no-decision" from customers. Learn how to prioritize the right pursuits and get comfortable disqualifying the wrong ones early and often.
E5 Persuasive Storytelling
In Episode 5, Persuasive Storytelling, learn how our host and Chief Evangelist Jen Allen uses the power of storytelling to elicit action and reaction and create movement in a sales process when uncertainty surrounds the sale. She takes the audience on a journey of how she uses persuasive storytelling successfully despite facing a number of challenges along the way. As you look to improve your own storytelling, Jen provides actionable frameworks, tools, and skills that make a difference.
E6 Turning Interest into Advocacy
In Episode 6, Turning Interest into Advocacy, our host and Chief Evangelist Jen Allen starts by outlining a very familiar scenario to the audience: the experience of having a prospect who was extremely interested at first, says all the right things during the process, and still ends up with the dreaded "no-decision" or "call me back next year." This episode is not about how to eliminate that completely, but how to decrease frequency by engaging and educating that stakeholder to promote your offerings within the broader buying group.
E7 Resolving Buying Group Conflict
In Episode 7, Resolving Buying Group Conflict, our host and Chief Evangelist Jen Allen speaks to a core topic that Challenger has been researching for more than a decade: group consensus and group buying. In 2015, research showed there was an average of 5.4 customer stakeholders involved in a buying decision; in 2020, that number jumped to 11.2. Today's episode explores how to lead this ballooning group of stakeholders through candid conversations about business problems to keep the deal moving.
E8 Driving Urgency for Change
In this Episode 8, Driving Urgency for Change, our host and Chief Evangelist Jen Allen welcomes Matt Dixon, co-author of The Challenger Sale. They discuss what happens when a deal falls apart in the mid to late stage and the impact that has on an individual salespersons' productivity and the cumulative effect across the organization. Learn how to motivate action in the late stages of an opportunity, especially when progress stalls.
E9 Creating a Mutual Close Plan
In this Episode 9, Creating a Mutual Close Plan, our host and Chief Evangelist Jen Allen welcomes Dan Flood and Alex Schrager, two of Challenger's sales leaders. The three experts discuss how to map out the strategy to successfully work with and for your customer on the final steps toward closure of a deal.
E10 Preparing for Negotiations
In this Episode 10, Preparing for Negotiations, our host and Chief Evangelist Jen Allen welcomes Adam Maude, SVP of Sales at Challenger. They discuss the ways in which sellers can add value to negotiations and be prepared for curveballs to create win-win scenarios. In this episode, they walk through the 5 sources of "value leak" in negotiations and give tactical advice for how to approach these common curveballs.
E11 2022 Year in Review
In this Episode 11, 2022 Year in Review, our new host, Andee Harris, CEO of Challenger recaps all of the top themes that disrupted the status quo of sales this year. Watch the top clips of each of our webinars to catch up on the content you missed or review the top tips from this season.