Winning the Challenger Sale

#107: Mentoring the Next Generation of Successful Sales Leaders

27 Feb 2024

Contributed by Lukas

The sales profession has evolved, but one thing has remained the same: the power and importance of mentorship. Where sales leaders once learned in per...

#106: Accelerating Pipeline with a Unified ABM Strategy

13 Feb 2024

Contributed by Lukas

What does account-based marketing (ABM) look like in 2024? For most people, they talk about it as a platform, and not a strategy. When you embrace ABM...

#105: Balancing the Art and Science of Selling

30 Jan 2024

Contributed by Lukas

For sellers, the past few years have shown that feast or famine, repeatable and dependable sales process wins every time. Kendra Tucker, CEO at Trucks...

#104: How Challengers Thrive in a Fear-Driven Market

23 Jan 2024

Contributed by Lukas

You know your conversion rates, historical conversion rates, and territory inside and out. You have more data at your fingertips than ever before and ...

#103: Positive Paranoia with Matt Doyon

16 Jan 2024

Contributed by Lukas

2024 promises more obstacles than ever for sellers, with increasingly elongated sales cycles, creeping increased indecision and tighter budgets. But w...

#102: From Stalled to Sealed: Winning Sales Strategies For Today

09 Jan 2024

Contributed by Lukas

Why aren’t you winning? For so many modern sellers, the answer is only visible once it’s too late. According to research published in The JOLT Eff...

#101: Insights from the Frontline at Challenger

19 Dec 2023

Contributed by Lukas

Throughout 2023, businesses experienced tightening budgets, layoffs, increasing numbers of stakeholders, longer deal cycles — yet expectations rema...

#100: Can You Actually be Authentic at Work?

12 Dec 2023

Contributed by Lukas

In this special 100th episode of Winning The Challenger Sale podcast, we’re joined by Ramsey Jay, Jr., Principal at Ramsey Jay, Jr. and Associates a...

#99: Orchestrating Success in Q4

28 Nov 2023

Contributed by Lukas

What makes an efficient and successful modern selling machine? Customized, personalized tactics aligned directly to the customer journey. Alice Heiman...

#98: Closing Complex Deals in a Changing Economic Landscape

21 Nov 2023

Contributed by Lukas

What marks the difference between a prepared seller and an unprepared rep? Whichever one follows the fundamentals of sales during times of ease will b...

#97: Tackling Q4: Sales Strategies from an NFL Pro Turned Sales Leader

14 Nov 2023

Contributed by Lukas

Does AI hold the key to your end-of-year success? What are the effective ways that organizations are using it to drive results? Explore the role of AI...

#96: Seal the Deal with Customer-Centric Experiences

07 Nov 2023

Contributed by Lukas

What’s the key to creating end-of-year momentum? Creating the best buyer experience, prioritizing the right deals, and implementing feedback. Invest...

#95: Customer Messaging that Seals the Deal

31 Oct 2023

Contributed by Lukas

Think of your sales pipeline as less like a funnel and more like a subway map — your sellers can take multiple routes to close, as long as they head...

#94: Want Account Growth? Make Your Business Indispensable

24 Oct 2023

Contributed by Lukas

Today’s market is complex and unpredictable, but one thing is certain — retention matters more now than ever before. By embracing the role of a tr...

#93: From Lost to Loyalty: Navigating the Path to Account Growth

17 Oct 2023

Contributed by Lukas

How can sales leaders become trusted advisors and overcome the challenges of an elongated sales process while accounting for ever-evolving buyer behav...

#92: B2B Growth in the Self-Serve Era

10 Oct 2023

Contributed by Lukas

80% of your revenue comes from 20% of your customer base, and retaining those customers comes at a fraction of the price of acquiring new ones. Yet, m...

#91: Expand like You Land: Account Growth Strategies that Work

03 Oct 2023

Contributed by Lukas

What’s the top predictor of customer loyalty? It’s not service. It’s not even a great product (although that doesn’t hurt). It’s an exceptio...

#90: Maintain the Momentum with the Right SKO Theme

26 Sep 2023

Contributed by Lukas

Here’s a controversial idea: Your SKO is not a massive training event. According to Peter Zink, Senior Director of Revenue Enablement at Sprout Soci...

#89: The Power of a Purpose-Driven SKO

19 Sep 2023

Contributed by Lukas

When you speak with a client, do they think you’re there to help them, or to drive them to a close? Because buyers can tell. They hunger for sellers...

#88: A Practical Guide to Creating a Kick-Ass SKO

12 Sep 2023

Contributed by Lukas

Q4 will be here before you know it — and right after those three months of excitement comes the sales kickoff. And if you want to make sure your SKO...

#87: You Need a Chief Reminding Officer

05 Sep 2023

Contributed by Lukas

With weeks of prep work, exciting itineraries, and top-notch speakers, SKOs are usually an epicenter of excitement after a grueling end-of-year rush.B...

#86: From Radio Silence to YES: The JOLT Effect with Matt Dixon

31 Aug 2023

Contributed by Lukas

A seller’s greatest enemy? It’s not “no.” It’s “We’ll see.” The average seller loses between 40% and 60% of their qualified pipeline t...

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

29 Aug 2023

Contributed by Lukas

Diversity, equity, inclusion, and belonging are simple—but getting it right is not easy.Creating a truly inclusive environment where your sales team...

#84: Activating Authenticity to Engage Stronger Social Sellers

22 Aug 2023

Contributed by Lukas

Game up on one screen, Discord on the other, thousands of people are connecting with one another at any given moment. Whether you like dodging red she...

#83: Diversity Could Be Your Sales Culture's Superpower

15 Aug 2023

Contributed by Lukas

Sales leaders, let’s try an exercise: if given a blank sheet of paper, can you write down three “superpowers” for each of your reps?The best sal...

#82: Tapping Into the Human Foundation for Healthy, High-Performing Sales

08 Aug 2023

Contributed by Lukas

We’ve all heard that culture eats strategy for breakfast. But how can sales teams nurture a stronger culture among individual sellers? Start with mi...

#81: Mastering Sales Efficiency with Innovative Tech Solutions

01 Aug 2023

Contributed by Lukas

Sales teams now see sales tech like Gong and Showpad as staples for high-performing organizations.But these platforms are just the beginning. Fringe t...

#80: Revenue Intelligence and The True Potential of Data

27 Jul 2023

Contributed by Lukas

Over the past few years, there have been astounding advancements in tech with no sign of slowing down—and we all have a choice to make: Terminator o...

#79: The Secret to Partner Ecosystem-Led Growth

20 Jul 2023

Contributed by Lukas

You're marching into battle, armored allies by your side. Together, you have to decide how to reign as champion, but to do that you have to share your...

#78: Driving Sales Success with Tech-Enabled Teams

13 Jul 2023

Contributed by Lukas

Truth bomb 💣 A lot of sellers fail because they fail to follow up.Your outbound can be on point, but unless it’s absolutely phenomenal, you’re ...

#77: Build the Best Buying Experience From First-Call Demo to Close

06 Jul 2023

Contributed by Lukas

You’ve identified a problem you want to solve for your organization. You’ve done the research and narrowed it down to two promising solutions. Aft...

#76: How to Find the Human Element in Commercial Teaching

29 Jun 2023

Contributed by Lukas

You rely on the school bus to get your child to and from school safely every single day. You expect the bus to be outfitted with the best, most reliab...

#75: Using Storytelling to Stand Out, Give Back, and Build Connections

15 Jun 2023

Contributed by Lukas

Your alarm goes off and you grab your phone, silencing the noise to scroll social media for a few minutes before getting ready for the day.You stream ...

#74: Be Curious in Discovery & Personalize the Sales Process

06 Jun 2023

Contributed by Lukas

Sales has long been in fierce competition with other sellers and the status quo, losing customers to other companies and inaction. But today, we’re ...

#73: To Sell a Great Product, Create a Great Sales Experience

30 May 2023

Contributed by Lukas

When it comes to winning with today’s B2B buyers, our guest on the Winning The Challenger Sale podcast this week has some serious mic-dropping comme...

#72: How to Unbreak Discovery & Tailoring to Buyer Readiness

23 May 2023

Contributed by Lukas

Your phone charger is frayed and bent.Wires exposed, you twist it slightly to the right and balance your phone just so to get it to charge.A new cord ...

#71 Rethinking Personalization in the Modern Outbound Selling System

16 May 2023

Contributed by Lukas

We think we know our customers… but what if they’re in an entirely different universe than we imagine?Each layer of customer understanding unveils...

#70: Make the Customer Journey the Heart of Everything in Sales

09 May 2023

Contributed by Lukas

Would you show up to a street race with a bicycle? That’s probably what it feels like as a seller up against today’s digitally-enabled buyers.B2B ...

#69 What Makes a Successful SDR in Today’s B2B Buying Journey

02 May 2023

Contributed by Lukas

Imagine your buyers all live in a gated community. A cold call is like showing up to the gatehouse without an invitation and expecting the security gu...

#68 Making the Case for Social Selling in Your Commercial Teams

25 Apr 2023

Contributed by Lukas

The bar has been raised for sellers and feels like it keeps rising. The amount of information modern buyers have is at an all-time high, buyers’ exp...

#67 Winning Over the Modern Buyer Using the Power of Dark Social

18 Apr 2023

Contributed by Lukas

Word-of-mouth has long fueled the success of countless companies, big and small. But over the past several years, through the rise of the digital age,...

#66 Build a Social Media Presence for More Leads & Sales

11 Apr 2023

Contributed by Lukas

Social selling is the key to engaging with your buyers before they’re interested in talking to sales, before they’re even in the market for your s...

#65: Social Selling by Showing Up as Your Authentic Self Online

04 Apr 2023

Contributed by Lukas

Buying and selling have always been social activities.Except nowadays, most of that socializing happens digitally and in virtual networking spaces.Wha...

#64 Aligning Sales & Marketing for a Stronger Sales Narrative

28 Mar 2023

Contributed by Lukas

Sales and marketing have perhaps the most well-known tension since cats and dogs—only, it’s far more important that they get along.Short of couple...

#63 Break Silos Between Sales & Marketing to Unleash Innovation

21 Mar 2023

Contributed by Lukas

Too often, sales, marketing and customer success exist in silos—and it’s stifling progress.When all three forces align, businesses thrive and cust...

#62 Secrets to Unlocking Sales & Marketing Alignment

15 Mar 2023

Contributed by Lukas

With your car, bad tire alignment causes uneven tire wear, diminishing suspension quality, and steering problems that could cause an accident.The same...

#61 Win More Deals With Buyer Empathy & Diverse Sales Teams

07 Mar 2023

Contributed by Lukas

Sales success is built on understanding others.If you don’t know your buyers, you’re going to struggle to make the sale. If you can’t put yourse...

#60 Playing Offense in Economic Uncertainty and How to Sell Post-Pandemic

28 Feb 2023

Contributed by Lukas

Will there be a recession this year? It seems not even economists can agree, but regardless of how likely it is, the simple fact that it’s possible ...

#59 How to sell to CFOs who are already tightening the purse strings with Shannon Poole, CFO at Challenger

21 Feb 2023

Contributed by Lukas

The theme for this month on Winning the Challenger Sale is Selling When No One is Buying. WTCS Host Andee Harris, CEO of Challenger, is joined by Shan...

#58 Profitable growth, buyer empathy, and why sales leaders are like acupuncturists with Paul Stansik, Operating Partner at ParkerGale Capit

14 Feb 2023

Contributed by Lukas

The theme for this month on Winning the Challenger Sale is Selling When No One is Buying. WTCS Host, Andee Harris, CEO of Challenger, is joined by Pau...

#57 Being a human first and selling through storytelling to win in uncertain times with Rebecca Grimes, CRO at Ruby

07 Feb 2023

Contributed by Lukas

On this episode of the Winning the Challenger Sale podcast, Andee Harris, CEO of Challenger, is joined by Rebecca Grimes, Chief Revenue Officer at Rub...

#56 Turning Interest Into Advocacy: Episode Recap With Andee Harris, CEO of Challenger

24 Jan 2023

Contributed by Lukas

On this episode of the Winning the Challenger Sale podcast, Andee Harris, CEO of Challenger, recaps highlights from the second most popular theme from...

#55 Persuasive Storytelling: Episode Recap With Andee Harris, CEO of Challenger

10 Jan 2023

Contributed by Lukas

On this episode of the Winning the Challenger Sale podcast, our host Andee Harris, CEO of Challenger, runs through the highlights of our most popular ...

#54 2022 Year in Review With Andee Harris, CEO of Challenger

20 Dec 2022

Contributed by Lukas

On this special 2022 Year in Review episode of the Winning the Challenger Sale podcast, our new host Andee Harris, CEO of Challenger, runs through the...

#53 The 2022 Year-in-Review With Andee Harris, CEO of Challenger

13 Dec 2022

Contributed by Lukas

The theme for December on Winning the Challenger Sale is a recap of the best insights from 2022. WTCS host, Jen Allen, speaks with Andee Harris, CEO o...

#52 The 2022 Year-in-Review With Dr. Howard Dover, Director of the Center for Professional Sales and Sales Coaching at Naveen Jindal School

06 Dec 2022

Contributed by Lukas

The theme for December on Winning the Challenger Sale is a recap of the best insights from 2022. WTCS host, Jen Allen, is joined by Dr. Howard Dover t...

#51 Avoiding Death by Discovery with Doug Landis, Growth Partner at Emergence Capital

29 Nov 2022

Contributed by Lukas

The theme for this special episode on Winning the Challenger Sale is Avoiding Death by Discovery. WTCS host, Jen Allen, is joined by Doug Landis to ex...

#50 Preparing for Negotiations with Caroline Franczia, Founder at Uppercut First

22 Nov 2022

Contributed by Lukas

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Caroline Franczia to explore h...

#49 Preparing for Negotiations with Kyle Asay, Regional Vice President, Corporate Sales at MongoDB

15 Nov 2022

Contributed by Lukas

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Kyle Asay to discuss how to pr...

#48 Preparing for Negotiations with Niko Papademetriou, Senior Vice President Sales & Business Development at Qu POS

08 Nov 2022

Contributed by Lukas

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Niko Papademetriou to discuss ...

#47 Preparing for Negotiations with Ryan Scalera, Head of Business Development at Flosum

01 Nov 2022

Contributed by Lukas

The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host Jen Allen is joined by Ryan Scalera to discuss how star...

#46 Creating a Mutual Close Plan with Geoff Hendricks, Key Account Executive at Challenger

25 Oct 2022

Contributed by Lukas

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 ...

#45 Creating a Mutual Close Plan with Leslie Venetz, Founder at Sales Team Builder

18 Oct 2022

Contributed by Lukas

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Leslie Venetz to discuss the ...

#44 Creating a Mutual Close Plan with Anthony Natoli, Strategic Account Executive at Lattice

11 Oct 2022

Contributed by Lukas

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Anthony Natoli to discuss the...

#43 Creating a Mutual Close Plan with Aaron Evans, Co-Founder & Head of Training and Enablement at Flow State

04 Oct 2022

Contributed by Lukas

The theme for October on Winning the Challenger Sale is Creating a Mutual Close Plan. WTCS host, Jen Allen, is joined by Aaron Evans to discuss how to...

#42 Driving Urgency for Change with Carl Ferreira, Director of Sales at Refine Labs

27 Sep 2022

Contributed by Lukas

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 appr...

#41 Driving Urgency for Change with Amelia Taylor, Strategic Sales & Lead Evangelist at regie.ai

20 Sep 2022

Contributed by Lukas

The theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Amelia Taylor to discuss how ...

#40 Driving Urgency for Change with Florin Tatulea, Founder at Sales Flo and Head of Sales Development at Plato

13 Sep 2022

Contributed by Lukas

The theme for September on the Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by Florin Tatulea to discuss...

#39 Driving Urgency for Change with John Shea, Global Field Enablement at Databricks

06 Sep 2022

Contributed by Lukas

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 crea...

#38 Resolving Buying Group Conflict with Amy Hrehovcik, Podcast Host & Showrunner at Revenue Real Hotline

30 Aug 2022

Contributed by Lukas

The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Amy Hrehovcik to discus...

#37 Resolving Buying Group Conflict with Charles Muhlbauer, Lead Enablement Manager at CB Insights

23 Aug 2022

Contributed by Lukas

The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Charles Muhlbauer to di...

#36 Resolving Buying Group Conflict with Luigi Prestinenzi, Co-Founder and Head of Growth at Sales IQ Group

16 Aug 2022

Contributed by Lukas

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 di...

#35 Resolving Buying Group Conflict with Howard Brown, Founder and CEO of Revenue.io

10 Aug 2022

Contributed by Lukas

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...

#34 Resolving Buying Group Conflict with Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy

02 Aug 2022

Contributed by Lukas

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...

#33 Turning Interest into Advocacy with Brandon Fluharty, Founder of Be Focused. Live Great and Facilitator at Make More Hustle Less Club

26 Jul 2022

Contributed by Lukas

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 ...

#32 Turning Interest into Advocacy with Nate Nasralla, Founder of Fluint

19 Jul 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Nate Nasralla, Founder of Fluint. They discuss how to sell with your ...

#31 Turning Interest into Advocacy with Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Parabola Consulting and Host of Re

12 Jul 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Par...

#30 Turning Interest into Advocacy with Mor Assouline, Founder at FDTC and Creator of Saas Talks: From Lead to Close Podcast

05 Jul 2022

Contributed by Lukas

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 t...

#29 Persuasive Storytelling with WTCS Host, Jen Allen, Chief Evangelist at Challenger

28 Jun 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, WTCS host Jen Allen recounts the June theme of persuasive storytelling. She discusses her sales journe...

#28 Persuasive Storytelling with Nick Capozzi, Head of Storytelling at Demostack

21 Jun 2022

Contributed by Lukas

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 ...

#27 Persuasive Storytelling with Doug Ferreira, President of Ferreira Sales Training and Consulting

14 Jun 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, Jen is joined by Doug Ferreira, President of Ferreira Sales Training and Consulting. They discuss stor...

#26 Persuasive Storytelling with Brent Adamson, Global Head of Research and Communities at Ecosystems

07 Jun 2022

Contributed by Lukas

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 D...

#25 Persuasive Storytelling with Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicator Podcast

31 May 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, Jen is joined by Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicat...

#24 Opportunity Prioritization with Tom Alaimo, Growth Account Executive at Gong/Millennial Sales & Pavilion Podcast Host

24 May 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, Jen is joined by Tom Alaimo, Growth Account Executive at Gong/Millennial Sales and Pavilion Podcast Ho...

#23 Opportunity Prioritization with Johnathan Bald, Area Vice President of Large Enterprise Sales Netwitness - Canada & US East at RSA Secur

17 May 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, hosted by Jen, Johnathan Bald, Area Vice President of Large Enterprise Sales Netwitness - Canada &...

#22 Opportunity Prioritization, with Will Aitken, Sales Evangelist at Sales Feed

10 May 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, hosted by Jen, Will Aitken, Sales Evangelist at Sales Feed, discusses opportunity prioritization in pr...

#21 Mike Randazzo’s Farewell Episode

03 May 2022

Contributed by Lukas

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 a...

#20 Email Pitfalls to Avoid, with Sam McKenna, Founder at #samsales Consulting

26 Apr 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Sam McKenna, Founder at #samsales Consulting, discusses differentiation strate...

#19 Email Pitfalls to Avoid with Jen Allen and Mike Randazzo

19 Apr 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, hosts Mike Randazzo and Jen Allen discuss engaging prospects via email marketing using both the strate...

#18 Email Pitfalls To Avoid, with Will Allred, Co-founder and COO at Lavender

12 Apr 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Will Allred, Co-Founder and COO of Lavender, presents ideas on writing emails...

#17 A Framework for Effective Emails, with Geoff Hendricks, Key Account Executive at Challenger and Ari Brinson, Business Development Associ

05 Apr 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Geoff Hendricks, Key Account Executive at Challenger, and Ari Brinson, Busine...

#16 Social Selling: Your Secret Weapon in 2022, with Amy Volas, Founder & CEO of Avenue Talent Partners

29 Mar 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Amy Volas, Founder & CEO of Avenue Talent Partners, discusses achieving lo...

#15 Social Selling: Your Secret Weapon in 2022 with Jen Allen and Mike Randazzo

22 Mar 2022

Contributed by Lukas

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...

#14 Social Selling: Your Secret Weapon in 2022 with Josh Braun, Founder of Josh Braun Sales Training

15 Mar 2022

Contributed by Lukas

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 so...

#13 Engaging C-Level Buyers with Richard Perez, Lead Advisor for Sales and Go-to-Market Practice at Apax

08 Mar 2022

Contributed by Lukas

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, prese...

#12 Engaging C-Level Buyers with Jen Allen & Mike Randazzo

01 Mar 2022

Contributed by Lukas

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 ...

#11 Engaging C-Level Buyers with Ian Koniak, Founder & President of Ian Koniak Sales Coaching

22 Feb 2022

Contributed by Lukas

In this episode of Winning the Challenger Sale, hosted by Jen and Mike, Ian Koniak, Founder & President at Ian Koniak Sales Coaching, shares how t...

#10 The Negotiation Curveball

16 Dec 2021

Contributed by Lukas

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 worki...

#9 The Objection

18 Nov 2021

Contributed by Lukas

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 unive...

#8 The Group Meeting

21 Oct 2021

Contributed by Lukas

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 thi...