))
#104: How Challengers Thrive in a Fear-Driven Market
Manage episode 397036359 series 2985310
Content provided by Challenger. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Challenger or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
You know your conversion rates, historical conversion rates, and territory inside and out. You have more data at your fingertips than ever before and your buyers keep saying yes — but then they don’t sign (or worse, disappear.). As sales leaders look back at 2023, many of them find themselves asking where things went wrong with customers during the final mile and what they can do in 2024 to improve their forecast accuracy.
In this episode, our guest Geoff Hendricks, key account executive at Challenger, suggests the problems aren’t from the final mile, but from tactical approaches earlier in the buying process. In this episode, he and Andee Harris break down:
…
continue reading
In this episode, our guest Geoff Hendricks, key account executive at Challenger, suggests the problems aren’t from the final mile, but from tactical approaches earlier in the buying process. In this episode, he and Andee Harris break down:
- Strategies to combat indecision in a fear-driven market
- Tactical tips to identify Talkers, Blockers, and Mobilizers (and what to do with that knowledge)
- The importance of understanding and leveraging prospect timelines
107 episodes
Share
