#104: How Challengers Thrive in a Fear-Driven Market

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 — but then they don’t sign (or worse, disappear.). As sales leaders look back at 2023, many of them find themselves asking where things went wrong with customers during the final mile and what they can do in 2024 to improve their forecast accuracy.

In 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