#104: How Challengers Thrive in a Fear-Driven Market
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Description
You know your conversion rates, historical conversion rates, and territory inside and out. You have more data at your fingertips than ever before and your buyers keep saying yes —...
show moreIn this episode, our guest Geoff Hendricks, key account executive at Challenger, suggests the problems aren’t from the final mile, but from tactical approaches earlier in the buying process. In this episode, he and Andee Harris break down:
- Strategies to combat indecision in a fear-driven market
- Tactical tips to identify Talkers, Blockers, and Mobilizers (and what to do with that knowledge)
- The importance of understanding and leveraging prospect timelines
Information
Author | Andee Harris |
Organization | Andee Harris |
Website | - |
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