25 min listen
#39 Driving Urgency for Change with John Shea, Global Field Enablement at Databricks
#39 Driving Urgency for Change with John Shea, Global Field Enablement at Databricks
ratings:
Length:
40 minutes
Released:
Sep 6, 2022
Format:
Podcast episode
Description
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 compelled to take action as quickly as possible.
Released:
Sep 6, 2022
Format:
Podcast episode
Titles in the series (100)
#1 The Negotiation: On 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 'sizing the pie' versus 'protecting the pie', how Challengers deal with curveballs, and how to handle the anxiety called "torschlusspanik" in advance of the negotiation. by Winning the Challenger Sale