52 episodes

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/

Winning the Challenger Sale Challenger

    • Business
    • 4.8 • 33 Ratings

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/

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

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

    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 to explore the major themes that have disrupted the status quo of selling this year.

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

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

    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 explore the major themes, such as “anti-discovery,” that disrupted the status quo of selling throughout the year 2022.

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

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

    The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Caroline Franczia to explore how star sellers prepare negotiables and anticipate curve balls ahead of negotiation conversations. In addition, they discuss the similarities and differences between MEDDIC and the Challenger selling method, as well as the roles that early stakeholder engagement, discovery, and salesperson energy have in facilitating a successful sales process.

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

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

    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 prepare, anticipate, and mitigate curveballs ahead of negotiation conversations.

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

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

    The theme for November on Winning the Challenger Sale is Preparing for Negotiations. WTCS host, Jen Allen, is joined by Niko Papademetriou to discuss techniques used by star salespeople to prepare for negotiations and any surprises that may come up.

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

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

    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 sellers prepare to open negotiations and anticipate curve balls ahead of negotiation conversations.

    • 35 min

Customer Reviews

4.8 out of 5
33 Ratings

33 Ratings

Jeffbajorek ,

This show provides a different perspective

This is one of the best sales podcasts out there because of the perspective it provides. Jen Allen is not only a top seller, she’s a great interviewer. She asks questions of her guests (and thus her audience) to get them thinking about the sales process from a different point of view. Think differently, and you’ll sell differently.

Humanoid484478282 ,

Thoughtful and informative

Loving the practical applications of the Challenger book and thoughtfulness Mike and Jen bring to each episode!

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