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/
#107: Mentoring the Next Generation of Successful Sales Leaders
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 (https://www.linkedin.com/in/tripledeee/), operating executive at Marlin Equity Partners (https://www.marlinequity.com/), 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
13 Feb 2024TRANSCRIPT
#106: Accelerating Pipeline with a Unified ABM Strategy
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 (https://www.linkedin.com/in/kristinajaramillo/), president of Personal ABM (http://personalabm.com/), 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
30 Jan 2024TRANSCRIPT
#105: Balancing the Art and Science of Selling
For sellers, the past few years have shown that feast or famine, repeatable and dependable sales process wins every time.
Kendra Tucker (https://www.linkedin.com/in/kendra-tucker-4102491/), CEO at Truckstop (https://truckstop.com/), 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
Inside a recent episode
#107: Mentoring the Next Generation of Successful Sales Leaders
Published 27 Feb 2024 · Transcript excerpt
[…] No that's amazing and I really appreciate obviously all the leadership and just you know the all the institutional knowledge that you brought to Challenger. Well thank you it's you know these playbooks as we call them right some level just become a matter of me sharing all the mistakes I've made in my career. […]
Pod Engine is an independent podcast discovery and analytics service and is not affiliated with or endorsed by this podcast. Artwork and show content belong to their owners. Full legal notice.
Explore this show Podcast research with Pod Engine
