Winning the Challenger Sale Challenger,Inc.

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

The same goes for bad sales and marketing alignment—metaphorically, at least.

All too often, commercial leaders ignore when two of their most important wheels—sales and marketing—veer off in completely opposite directions. Different goals. Different metrics. Little to no communication. And the longer they go without a wheel alignment, the costlier that misalignment becomes.

In this episode, we’re speaking with a world-class “mechanic” when it comes to sales and marketing alignment. Jon Perera, Chief Marketing Officer at Highspot, joins the show to share his secrets for getting sales and marketing working better together.
We discuss:
Achieving alignment across the “four wheels of the car”—sales, marketing, enablement, and customer successHow common goals, “open and real” communications, consistent execution, and a shared narrative lead to better sales and marketing partnershipThe importance of coaching to realize behavior change at scaleWays to ensure marketing content is actually useful to sales

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 yourself in the shoes of your colleagues in marketing, it’s going to be impossible to align. And if you can’t create a culture of inclusivity on your sales team, you miss out on a range of diverse perspectives that would strengthen your business.

In this episode, we speak with Lori Richardson, CEO and Founder of Score More Sales, about her career-long advocacy for inclusivity in sales and what she has learned about building a more empathetic and understanding sales team.
We discuss:
Why understanding your buyer is the key to differentiating yourself and beating the competitionHow sales and marketing can better understand one another and work towards shared goalsWhat sales leaders need to understand about fostering a culture of inclusivity
You can order Lori’s book “She Sells: Attract, Promote, and Retain Great Women in B2B Sales” here!
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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 is brewing uncertainty. So what’s a seller to do?

Here to help answer that question is the latest episode of “Winning the Challenger Sale,” where host Andee Harris, CEO of Challenger, is joined by Tim Kocher, Director of Business Development at West Monroe Partners, for a discussion on how to navigate economic uncertainty in a way that actually drives sales growth and captures market share.

Tim shares his wisdom from selling and leading sales teams through four recessionary periods and drops a serious truth bomb… Sellers can’t be as successful solely relying on technology and virtual selling. He also highlights two areas of focus: account-based growth and engaging Mobilizers in your deals.

Tim and Andee close it out by exploring how the sales universe is changing and the potential impact of generative AI on marketing and sales in the future.
Join as we discuss:
How to sell amidst uncertainty and why you need to play offense even during difficult market conditionsUnexpected yet simple ways to differentiate post-pandemicBehaviors that high-performing sellers are using to navigate this economyWhat’s in the crystal ball for the sales universe in the next five years
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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 Shannon Poole, CFO at Challenger, to discuss the roles CFOs play in executive deals, how they protect a business from negative impacts, and the skillsets a CFO needs to make financial decisions. She also talks about cost of inaction (COI) vs return on investment (ROI), which is more critical to business growth. Shannon offers guidance to salespeople who do most of their business via an organization and the best practices for CFOs. Tune in to learn more about selling when no one is buying.

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 Paul Stansik, Operating Partner at ParkerGale Capital, to discuss the sales executives' role and the pressures they face to increase sales during slow periods of business, and the skills they need to succeed in today's competitive sales environment. They further discuss how to improve customer retention in a business and win over investors. Tune in to learn more about selling when no one is buying.

On this episode of the Winning the Challenger Sale podcast, Andee Harris, CEO of Challenger, is joined by Rebecca Grimes, Chief Revenue Officer at Ruby, to discuss skills such as listening skills, storytelling skills and others that are necessary to possess for sales when the market is tough. They also discuss how agility and being a human first can help you to sell. Tune in now to hear all about selling during uncertain times.