K2 Sales Podcast
Join Karen Kelly on the K2 sales podcast where she speaks with sales/marketing leaders, business owners and top performing sales professionals to break down what mindset, behaviours and actions are contributing to game changing results. This podcast will invite you to look at your own business, analyze what you could be doing differently with yourself, your team and your overall organization to drive game changing results. We provide tactical steps that can be applied immediately to your specific, role, team and company that will put you on the path to elite performance. “In a world full of game players, the only way to set yourself apart is to be a game changer.”- Matshona Dhliwayo
K2 Sales Podcast
Pain of same > pain of change - Jen Allen of Challenger
How many of us sellers consider this formula in our customer interactions?
Before we gain the commitment to change our prospects must be frustrated with the way in which they are getting the job done today.
Although, in their minds, there might be nothing wrong with it.
How can we tee up ideas, increase their awareness, share insights, stories that make the invisible visible?
The challenge, ensure the idea comes from them... so their next thought is "hmmm, perhaps we could look at things from a different angle." That’s your opening.
Tune in to my conversation with @Jen Allen where she drops so many nuggets, to disrupt status quo, lean in to our curiosity, empathy and storytelling both as Individual contributors as well as sales leaders. The cost of inactivity, “How do we size the cost of the problem, if we do nothing”?
You will need a new note pad with all the tactics she shares.
Join us as this week’s episode of the K2 Sales Podcast features special guest Jen Allen of Challenger!
Want to learn about the benefits of Challenger? Create better relationships with your buyers? Allow your buyer to develop the intuition and awareness of your own capabilities?
We go over all of that and much more on this week’s episode of the K2 Sales Podcast.
Thank you for watching and see you next week!
00:57 Intro
03:00 Let Us Know What You Want To Hear!
03:25 Introducing Jen Allen
04:55 What’s Challenger?
07:00 How Are Buyers Buying?
09:40 Guidance For Your Sales Team
11:20 Intentions & The Five Profiles
13:59 Accountability & Ownership and Letting Them Come To A Realization
15:27 Letting Go Of Ego
20:00 Your Authentic Self
25:55 Problem Matrix And Connecting The Dots
30:04 Should Everyone Have Challenger?
33:44 Earning Credibility: Playing The Short/Long Game
34:29 Detaching From Ego
34:39 3 + 1 Ts: Transparency
40:18 It’s All About The Buyer
44:44 Eliciting Discomfort
49:45 Emotions and Rationality
54:51 Storytelling: Emotions, Decisions, and Logic
58:46 Improv: About Making Your Buyer Look Good
1:02:09 Problem, and Solution Stories
1:03:09 Get In Touch With Jen
LinkedIn: https://www.linkedin.com/in/jenniferallen1121/
Email: jennifer.allen@challengerinc.com
Jen’s Podcast: Winning The Challenger Sale (Every Tuesday!) https://podcasts.apple.com/us/podcast/winning-the-challenger-sale/id1559020842
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