#85: Beyond Lip Service: Building an Inclusive Sales Culture

FromWinning the Challenger Sale

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#85: Beyond Lip Service: Building an Inclusive Sales Culture

FromWinning the Challenger Sale

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Length:

25 minutes

Released:

Aug 29, 2023

Format:

Podcast episode

Released:

Aug 29, 2023

Format:

Podcast episode

Titles in the series (100)

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/

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#5 The Territory Plan: How should I prioritize my pursuits and protect my limited time?Listen to hear hosts Mike Randazzo and Jen Allen discuss how Challengers prioritize their pursuits, whether halfway through the year or beginning with a completely new territory. by Winning the Challenger Sale
34 min listen
#2 The Introduction: On this episode of the Winning the Challenger Sale podcast, hosts John Shea and Mike Randazzo discuss the importance of showing up with credibility in your first interaction with a new client or prospect. Our first guest Jen Allen, Key Account Executive at Challenger, will share her experience with demonstrating credibility and making a strong first impression on the first sales interaction with a prospect, and the prep work you can do to make sure you're prepared.Our second guest, Kristina Jaramillo, Founder and President of Personal ABM will be talking all how you can build credibility with social selling techniques. by Winning the Challenger Sale
40 min listen
#10 The Negotiation Curveball: In this episode, hosts Mike Randazzo and Jen Allen talk all about late-stage negotiations. You're wrapping up late-stage deals that you've been working on for months, you're in the final mile, and then... procurement throws you a curveball. An unexpected request, demand, or ultimatum that you weren't anticipating and you're rushing to come up with a response at the moment. But, what if the perfect response is actually no response at all? Or a delayed response? Listen to hear Mike and Jen unpack what high-performing sellers do differently than their average or core performers peers when it comes to handling curveballs that are thrown their way in late-stage negotiations. by Winning the Challenger Sale
38 min listen
#7 The Business Case for Change: On this month's episode, hosts Mike Randazzo and Jenn Allen talk all about building a case for change. Change initiatives or purchases are hard for customers to commit to, especially in uncertain times. But what does it take to get a risk averse buyer to move off of their status quo in this environment? The answer: a rock solid business case for change built not only on rational, quantitative evidence, but also on an appeal to the emotional drivers of purchase decision making. by Winning the Challenger Sale
38 min listen
#35 Resolving Buying Group Conflict with Howard Brown, Founder and CEO of Revenue.io: The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Howard Brown to discuss nontraditional ideas for how sellers can manage the inevitable buyer dysfunction that happens when multiple stakeholders are involved in the decision. by Winning the Challenger Sale
32 min listen
#25 Persuasive Storytelling with Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicator Podcast: In this episode of Winning the Challenger Sale, Jen is joined by Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicator Podcast. They explore some persuasive ideas for how sellers can use storytelling to motivate action and convey the human impact of the customer problem we're solving. by Winning the Challenger Sale
43 min listen
#28 Persuasive Storytelling with Nick Capozzi, Head of Storytelling at Demostack: In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Nick Capozzi, Head of Storytelling at Demostack. They discuss how to use descriptive words and ideas to help prospects visualize themselves as part of your story and relate better to the ideas or products you're selling. by Winning the Challenger Sale
37 min listen
#12 Engaging C-Level Buyers with Jen Allen & Mike Randazzo: In this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen dive deep into this week's theme of "engaging C-level buyers". They investigate factors that will make selling difficult in 2022, focusing on the complexity of the expanding buyer's side as a result of increased risk aversion to the traditional solo buyer role. Listen to Mike and Jen explain the shift from the traditional perspective of autonomous purchase consideration by the C-level suite to the need of the seller to develop compelling insights through other sensitive factors that influence success. by Winning the Challenger Sale
28 min listen
#26 Persuasive Storytelling with Brent Adamson, Global Head of Research and Communities at Ecosystems: In this episode of Winning the Challenger Sale, Jen is joined by Brent Adamson, the Global Head of Research and Communities at Ecosystems and former Distinguished Vice President at Gartner. They discuss persuasive storytelling from the perspective of using emotional selling to start a conversation, pique interest, influence purchasing decisions, and build long-term relationships by focusing on a customer's feelings rather than logic or the product's features. by Winning the Challenger Sale
48 min listen
#3 The Discovery Call: On this episode of the Winning the Challenger Sale podcast, hosts John Shea and Mike Randazzo and guest, Jennifer Allen, break down how to get the discovery call right. Discovery is a critical component of most sales processes, yet it's often misunderstood or overlooked in its importance. Listen to learn strategies and tactics sales professionals can use to unlock information and deliver value in early stage discovery calls with prospects and customers. by Winning the Challenger Sale
49 min listen
#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
25 min listen
#16 Social Selling: Your Secret Weapon in 2022, with Amy Volas, Founder & CEO of Avenue Talent Partners: In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Amy Volas, Founder & CEO of Avenue Talent Partners, discusses achieving long-term success in recruiting, marketing and sales. Often, individuals prioritize self-promotion to attract prospects, which is usually rooted in short-term fulfillment goals such as now-now sales. But, what if, with a thorough understanding of a niche's issue, one could engage an audience in a substantive discussion, leading to meaningful interaction, resulting in genuine value to a customer? Amy goes into great detail about the impact of short-term approaches on sales outcomes. by Winning the Challenger Sale
28 min listen
#4 The Teaching Opportunity: Have I earned the right to ‘teach’ my customer yet?Listen to hear hosts Mike Randazzo and Jen Allen discuss how Challengers leverage credibility building and effective questioning to then introduce the right insight, at the right time. by Winning the Challenger Sale
40 min listen
#9 The Objection: Does this sound familiar? You're too expensive. The timing isn't right. We're happy with the solution we have. If there's one topic that's truly universal in B2B selling, both in terms of how often sellers face it and one of things sellers hate the most, it's objection handling. But what if we told you that most sellers approach objection handling all wrong? On this episode, Mike and Jen share a completely different way to approach customer or prospect objections. by Winning the Challenger Sale
31 min listen
#24 Opportunity Prioritization with Tom Alaimo, Growth Account Executive at Gong/Millennial Sales & Pavilion Podcast Host: In this episode of Winning the Challenger Sale, Jen is joined by Tom Alaimo, Growth Account Executive at Gong/Millennial Sales and Pavilion Podcast Host. They discuss approaches for optimal opportunity identification, assessment, and prioritization. Tom shares personal experiences and vivid illustrations of why he believes it’s important to be transparent about value propositions. He suggests establishing a clients' stance early in a sales conversation before validating any possibility. Spending time verifying the possibility is preferable to leaving things to chance and assuming the sale goes through. by Winning the Challenger Sale
32 min listen
#13 Engaging C-Level Buyers with Richard Perez, Lead Advisor for Sales and Go-to-Market Practice at Apax: In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Richard Perez, Lead Advisor for Sales and Go-to-Market Practice at Apax, presented ideas on how to approach C-level buyers, how to deal with problems by offering unique insights into their viewpoints, and how to turn those insights into practical solutions. He shares his views on how to engage with C-level buyers on a human level, as well as the significance of prior preparation for a meaningful conversation with them. by Winning the Challenger Sale
26 min listen
#11 Engaging C-Level Buyers with Ian Koniak, Founder & President of Ian Koniak Sales Coaching: In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Ian Koniak, Founder & President at Ian Koniak Sales Coaching, shares how to engage C-level buyers, convince them to take the meeting, and then ensure those meetings are productive. He shares his formula for cold emailing, what to say during those meetings, and then how to connect with C-level buyers on both a human and professional level. by Winning the Challenger Sale
34 min listen
#36 Resolving Buying Group Conflict with Luigi Prestinenzi, Co-Founder and Head of Growth at Sales IQ Group: The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Luigi Prestinenzi to discuss how to manage the inevitable buyer group conflict and dysfunction that arises when you have multiple customer stakeholders involved either directly or indirectly in a deal. by Winning the Challenger Sale
44 min listen
#21 Mike Randazzo’s Farewell Episode: In this episode of Winning the Challenger Sale, Jen Allen hosts Mike Randazzo's farewell session, which is his final episode as a co-host. They talk about the key concepts behind the Challenger sales strategy, as well as the most memorable experiences and discoveries they've had over the years. Mike discusses his experiences, techniques, and dilemmas while working with Challenger. He also highlights the fundamental concepts and timeless strategic differentiators in sales approaches. by Winning the Challenger Sale
30 min listen
#8 The Group Meeting: Insight-selling in a one-to-one customer conversation is one thing. But how do we do it effectively in front of the entire buying group? Check out this month's podcast to learn more. by Winning the Challenger Sale
40 min listen
#6 The Value Demo: On this month's episode, hosts Mike Randazzo and Jen Allen talk demos. The good, the bad and the ugly. Every sales person needs to demo their product or solution in some way, at some point, but the reality is there is much more that can go wrong with demos than right. Listen as Mike and Jen discuss demo traps to avoid, and the characteristics of best in class demos to keep in mind as you lead them at any stage of the sales process. by Winning the Challenger Sale
38 min listen
#15 Social Selling: Your Secret Weapon in 2022 with Jen Allen and Mike Randazzo: In this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen discuss social selling in depth. They discussed how important it is to include the human element in the sales and marketing process and deliver value that engages customers and prospects. They investigate factors that influence great sales, such as how easily customers connect with stories, especially ones that highlight challenges they are facing and how you have enabled better outcomes for other customers like them. by Winning the Challenger Sale
39 min listen
#22 Opportunity Prioritization, with Will Aitken, Sales Evangelist at Sales Feed: In this episode of Winning the Challenger Sale, hosted by Jen, Will Aitken, Sales Evangelist at Sales Feed, discusses opportunity prioritization in prospecting. They discuss the need to prioritize prospects to focus major efforts on the discussions and clients that are most likely to result in a successful sale. Aitken elaborates on how to distinguish your top prospects from a list of several hundred potential clients. by Winning the Challenger Sale
39 min listen
#19 Email Pitfalls to Avoid with Jen Allen and Mike Randazzo: In this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen discuss engaging prospects via email marketing using both the strategic and human approaches. They investigate ways to improve the email recipient’s experience by arousing their curiosity with findings obtained from your interest in the relevant issue, eventually inspiring a natural response. by Winning the Challenger Sale
50 min listen
#14 Social Selling: Your Secret Weapon in 2022 with Josh Braun, Founder of Josh Braun Sales Training: In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Josh Braun, Founder of Josh Braun Sales Training, shares his perspective on social selling and how to engage with prospects in a way that flips their defense mechanism to traditional sales processes and allows them to open up to the solution you have to offer. by Winning the Challenger Sale
32 min listen
#27 Persuasive Storytelling with Doug Ferreira, President of Ferreira Sales Training and Consulting: In this episode of Winning the Challenger Sale, Jen is joined by Doug Ferreira, President of Ferreira Sales Training and Consulting. They discuss storytelling as an investment in creating a collaborative atmosphere for a customer with the goal of generating active engagement and a positive sales outcome. by Winning the Challenger Sale
45 min listen
#30 Turning Interest into Advocacy with Mor Assouline, Founder at FDTC and Creator of Saas Talks: From Lead to Close Podcast: In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Mor Assouline, Founder of FDTC and Creator of Saas Talks: From Lead to Close Podcast. They discuss sales strategies that convert interested buyers into advocates. How to approach a demo boost consumer delight so that they can proactively recommend your company's products and services to other stakeholders or potential customers. by Winning the Challenger Sale
34 min listen
#33 Turning Interest into Advocacy with Brandon Fluharty, Founder of Be Focused. Live Great and Facilitator at Make More Hustle Less Club: In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Brandon Fluharty, Founder of Be Focused. Live Great. and Facilitator at Make More Hustle Less Club. They discuss consensus-based selling and how you can take a single interested stakeholder and aid them in their efforts to advocate for you with the broader buying team. by Winning the Challenger Sale
47 min listen
#34 Resolving Buying Group Conflict with Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy: In this episode of Winning the Challenger Sale, Jen is joined by Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy. They discuss how to resolve or mitigate conflict in the modern organizational process of making a purchasing decision, which primarily takes place among a group of executives and managers, as well as how to navigate the perplexing behaviors that occur when closing a sale. Belal shares his personal experiences in tactically managing those dysfunctional processes, including how he used reframe techniques to align solutions with clearly articulated company problems and how he built relationships with "champions," or internal trustees, to help demystify organizational complexity and further champion sales objectives. by Winning the Challenger Sale
40 min listen
#23 Opportunity Prioritization with Johnathan Bald, Area Vice President of Large Enterprise Sales Netwitness - Canada & US East at RSA Security: In this episode of Winning the Challenger Sale, hosted by Jen, Johnathan Bald, Area Vice President of Large Enterprise Sales Netwitness - Canada & US East at RSA Security, discusses the fundamentals of qualifying, disqualifying, and prioritizing opportunities. Johnathan explains how the unique market fit and the maturity of an organization influence the likelihood of qualifying or disqualifying a prospect, and factors that influence internal opportunity prioritization. by Winning the Challenger Sale
36 min listen

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#85: Beyond Lip Service: Building an Inclusive Sales Culture

#85: Beyond Lip Service: Building an Inclusive Sales Culture

Titles in the series (100)

More Episodes from Winning the Challenger Sale

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