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In this episode of the Sales Transformation Podcast with Collin Mitchell, he's joined for the second time with Michael Randazzo, from the Challenger series, and co-host for Winning the Challenger Sale Podcast.
The Challenger mindset can't be discussed in just one episode, so here's another in-depth talk about it to understand more of that sales lifestyle. Collin asks great questions to keep Michael on his toes and keep giving more knowledge and insight to what you should be doing as a seller with the Challenger mindset.
HIGHLIGHTS
01:14 A recap of the previous episode they shared about the beginning stages of the sales process to discovery
11:20 What sellers can do to accomplish more than what they have right now
18:07 Examples of real-world examples of people who have a hard time following the complex sales cycles and how they overcome it
28:45 What you can do if you don't have the resources or funds to drive insight rather than product
32:25 Final thoughts on the episode and how Michael invites you to go to his monthly podcast to tactically incorporate an inside-led pitch to a discovery call and more
QUOTES
07:08 "Schedule as many meetings as you possibly can, we need opportunity volume, we need activity volume, but do it in a very limited access environment. Which is very noisy and in some cases customers are just tuning us out right now because there's so much noise."
12:22 "Tailoring a message/insight to the needs to not only companies, which is where you'd start that first conversation, but also to individuals. And then recognizing individuals from all those different functions have different perspectives."
17:58 "Commercial insight is your North star to manage the mid and late stages of complex sales cycles today."
28:49 "First focus on answering a few basic questions about your customer status quo. Build a hypothesis of need and is nothing more complex than let's say, 'here's what my customer is currently doing today around whatever workflow, strategy, a process that you're focused on because you're ultimately selling a product or solution that enables that.'"
30:09 "Step two is to figure out how your solution helps solve that problem uniquely well, and this is where it gets tricky. Because you may start to at the thing that you're used to selling, all the features, functions, and benefits that you sell on and realize, 'look, we're not uniquely differentiated in our market.'"
Learn more about Michael:
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Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Collin Mitchell, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.
Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.
With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Collin Mitchell also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.
So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!