How can sales leaders become trusted advisors and overcome the challenges of an elongated sales process while accounting for ever-evolving buyer behavior?In this episode of Winning The Challenger Sale, Krysten Conner shares effective strategies for building strong client relationships and solutions that drive retention and account growth. Krysten shares her remarkable journey from being a middle school teacher to becoming a top-selling expert at multiple unicorn companies. Together, Andee and Krysten explore the challenges sales leaders face, the shifting landscape towards better retention models, the power of personalization in customer relations, and the pivotal role of discovery calls in setting the stage for the future.Discussed in this episode:The obstacles and industry language challenges that sales leaders encounter and how to overcome them for better resultsThe quantification of the cost of inaction (COI) The role of personalized sales strategies using customer data, and the importance of understanding and addressing the unique needs of different customer personas