25 min listen
#46 Creating a Mutual Close Plan with Geoff Hendricks, Key Account Executive at Challenger
#46 Creating a Mutual Close Plan with Geoff Hendricks, Key Account Executive at Challenger
ratings:
Length:
36 minutes
Released:
Oct 25, 2022
Format:
Podcast episode
Description
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.
Released:
Oct 25, 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