#60 Playing Offense in Economic Uncertainty and How to Sell Post-Pandemic

Will there be a recession this year? It seems not even economists can agree, but regardless of how likely it is, the simple fact that it’s possible is brewing uncertainty. So what’s a seller to do?Here to help answer that question is the latest episode of “Winning the Challenger Sale,” where host Andee Harris, CEO of Challenger, is joined by Tim Kocher, Director of Business Development at West Monroe Partners, for a discussion on how to navigate economic uncertainty in a way that actually drives sales growth and captures market share.Tim shares his wisdom from selling and leading sales teams through four recessionary periods and drops a serious truth bomb… Sellers can’t be as successful solely relying on technology and virtual selling. He also highlights two areas of focus: account-based growth and engaging Mobilizers in your deals.Tim and Andee close it out by exploring how the sales universe is changing and the potential impact of generative AI on marketing and sales in the future.Join as we discuss:How to sell amidst uncertainty and why you need to play offense even during difficult market conditionsUnexpected yet simple ways to differentiate post-pandemicBehaviors that high-performing sellers are using to navigate this economyWhat’s in the crystal ball for the sales universe in the next five yearsBe sure to rate and review the podcast on your favorite podcast platform!