ABOUT THIS EPISODE
She’s a sales leader, thought leader, speaker, and a B2B sales badass. Jen Allen is the host of the “Winning The Challenger Sale” podcast and is the Chief Evangelist at Challenger. Jen sits down with Jared Robin to explain how to change your buyer’s status quo, explore the changing landscape where buyers push off sellers, and share tips for sellers on how they can up their game.
Takeaways:
- Revenue Myth: “To earn a meeting with customers, you need to show them why your solution or company is better.”
- Instead of leading with ROI, lead with COI (Cost Of Inaction). Show buyers what they might miss out on by not taking action.
- Buyers are looking for someone to help them understand, not someone who is going to push them through a process.
- Buyers are changing and are wanting to do more of the research on their own. As a result, buyers are pushing off sellers for as long as they can.
- When you approach sales as a rigid process, you tend to do things that actually get in your own way.
- As a sales rep, you need to figure out why people are holding onto the status quo before you can convince them to change.
- Posting content to a channel your target audience doesn't use will result in few results. Identify where they are, and then start creating content.
Quote of the Show:
“There are plenty of sales leaders who think that outbound is just about sending as many emails and making as many phone calls as possible.” - Jen Allen
Links:
- LinkedIn: https://www.linkedin.com/in/jenniferallen1121/
- Website: https://www.challengerinc.com/
- Podcast: https://www.challengerinc.com/podcast/
Ways to Tune In:
English
United States
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