25 min listen
#42 Driving Urgency for Change with Carl Ferreira, Director of Sales at Refine Labs
#42 Driving Urgency for Change with Carl Ferreira, Director of Sales at Refine Labs
ratings:
Length:
38 minutes
Released:
Sep 27, 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 Carl Ferreira to discuss approaches for creating healthy urgency in mid- to late-stage opportunities, especially when progress stalls.
Released:
Sep 27, 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