{
  "version": "1.2.0",
  "chapters": [
    {
      "title": "Coming Up in this Episode...\r",
      "startTime": 0,
      "endTime": 40
    },
    {
      "title": "Will the Real Nick Toman Please Stand Up\r",
      "startTime": 40,
      "endTime": 113
    },
    {
      "title": "Introducing Nick Toman, Co-Author of The Challenger Sale\r",
      "startTime": 113,
      "endTime": 189
    },
    {
      "title": "The Impact of The Challenger Sale in B2B Sales\r",
      "startTime": 189,
      "endTime": 835
    },
    {
      "title": "Commercial Efficiency is Crippling B2B SaaS Growth\r",
      "startTime": 835,
      "endTime": 1282
    },
    {
      "title": "Is Sales Commision Getting out of hand for B2B Companies?\r",
      "startTime": 1282,
      "endTime": 1702
    },
    {
      "title": "Why Don't Buyers Want to Talk to Sellers Anymore?\r",
      "startTime": 1702,
      "endTime": 1865
    },
    {
      "title": "Key Behaviors for Successful Commercial Relationships\r",
      "startTime": 1865,
      "endTime": 2033
    },
    {
      "title": "Why Starting Fast Is So Critical for Sales Success All Year Long\r",
      "startTime": 2033,
      "endTime": 2187
    },
    {
      "title": "Strategies for Effective Sales Execution to Start the Fiscal Year Strong\r",
      "startTime": 2187,
      "endTime": 2468
    },
    {
      "title": "Understanding The Four Commercial Role Archetypes & Their Impact on Deal Velocity\r",
      "startTime": 2468,
      "endTime": 2934
    },
    {
      "title": "Customer-Centric Selling and Trust Building\r",
      "startTime": 2934,
      "endTime": 3236
    },
    {
      "title": "Headway Selling & Delivering Real Customer Success",
      "startTime": 3236,
      "endTime": 0
    }
  ]
}