Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
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Conteúdo fornecido por Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Todo o conteúdo do podcast, incluindo episódios, gráficos e descrições de podcast, é carregado e fornecido diretamente por Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski ou por seu parceiro de plataforma de podcast. Se você acredita que alguém está usando seu trabalho protegido por direitos autorais sem sua permissão, siga o processo descrito aqui https://pt.player.fm/legal.
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246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
MP3•Home de episódios
Manage episode 438269858 series 2782528
Conteúdo fornecido por Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Todo o conteúdo do podcast, incluindo episódios, gráficos e descrições de podcast, é carregado e fornecido diretamente por Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski ou por seu parceiro de plataforma de podcast. Se você acredita que alguém está usando seu trabalho protegido por direitos autorais sem sua permissão, siga o processo descrito aqui https://pt.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
- When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.
- Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.
- Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.
PATH TO PRESIDENT’S CLUB
- Head of Sales, Retail @ Ascend
- Strategic Account Manager @ Ascend
- Strategic Accounts @ Sourcegraph
- Head of Enterprise Sales @ Segment
- Enterprise Sales Executive @ Braintree (a PayPal company)
RESOURCES DISCUSSED
373 episódios
MP3•Home de episódios
Manage episode 438269858 series 2782528
Conteúdo fornecido por Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Todo o conteúdo do podcast, incluindo episódios, gráficos e descrições de podcast, é carregado e fornecido diretamente por Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski ou por seu parceiro de plataforma de podcast. Se você acredita que alguém está usando seu trabalho protegido por direitos autorais sem sua permissão, siga o processo descrito aqui https://pt.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
- When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.
- Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.
- Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.
PATH TO PRESIDENT’S CLUB
- Head of Sales, Retail @ Ascend
- Strategic Account Manager @ Ascend
- Strategic Accounts @ Sourcegraph
- Head of Enterprise Sales @ Segment
- Enterprise Sales Executive @ Braintree (a PayPal company)
RESOURCES DISCUSSED
373 episódios
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