Winning the Challenger Sale · 2024-01-09 · 33 min
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 Effect , 40-60% of deals are lost to this nearly-invisible force. This week on WTCS we’re joined by Ted McKenna , founding partner at DCM Insights and co-author of The JOLT Effect , to break down indecision’s impact on your win rates. Ted and Andee address the key steps sales teams can take to unlock stalled deals and push through to a successful close, even when key players are mired in indecision. We discuss: The major role of omission bias in buyer indecision, and what you can do about it Sales techniques for building trust and navigating customer concerns Balancing buyer expectations in practical, achievable outcomes - and transformative possibilities
#107: Mentoring the Next Generation of Successful Sales Leaders60 / 100#106: Accelerating Pipeline with a Unified ABM Strategy#105: Balancing the Art and Science of Selling#104: How Challengers Thrive in a Fear-Driven Market#103: Positive Paranoia with Matt Doyon