Winning the Challenger Sale
#39 Driving Urgency for Change with John Shea, Global Field Enablement at Databricks
September 6, 2022
The theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by John Shea to discuss how creating urgency allows salespeople to provide customers with real value—by getting the prospects to realize that every day, week, or month without the proposed solution hurts their business, their income, safety, or peace of mind. Hence, they are compelled to take action as quickly as possible.
The theme for September on Winning the Challenger Sale is Driving Urgency for Change. WTCS host, Jen Allen, is joined by John Shea to discuss how creating urgency allows salespeople to provide customers with real value

John is a seasoned, metric-driven management consultant and program manager. He has experience implementing complex, cross-functional, and global change management transformations of the Challenger Sales Methodology at over eighty client organizations. Prior to Databricks, he was Director of Sales Transformation at Challenger.

John explains how, by creating urgency, salespeople can provide customers with real value as the prospects realize that every day, week, or month without the proposed solution hurts their business, income, safety, or peace of mind.

John also discusses how to use urgency in the sales process ethically while not pressuring customers. The objective is to persuade customers to make a profitable purchase rather than to coerce them. This is most often accomplished by walking them up to a quantified problem so that they can personally appreciate the severity of the situation.

Listen to the full episode embedded above to discover some challenges and practical techniques for driving urgency for change.

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Previous guests include: Ian Koniak of Ian Koniak Sales Coaching, Josh Braun of Josh Braun Sales Training, Will Allred of Lavender, Sam McKenna of #samsales Consulting, Ravi Rajani of Ravi Rajani Consulting, Jeff Bajorek of Parabola Consulting, Howard Brown of Revenue.io, Amy Hrehovcik of Revenue Real Hotline and Carl Ferreria of Refine Labs.

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