#70: Make the Customer Journey the Heart of Everything in Sales

Winning the Challenger Sale

May 9 2023 • 32 mins

Would you show up to a street race with a bicycle?

That’s probably what it feels like as a seller up against today’s digitally-enabled buyers.

B2B buyers have almost everything they need to make informed buying decisions on their own. They’re in the driver’s seat… and sellers are stuck pedaling behind, trying to catch up.

Luckily, it doesn’t have to be this way. Hendrik Isebaert, CEO at Showpad and our guest on the Winning The Challenger Sale podcast this week, is a former seller himself and a wealth of knowledge on taking control of the buyer’s journey, particularly in a virtual selling environment.

His tips on preparation for virtual sales calls, selling on business impact, and building rapport in the digital space are everything you need to ditch the bike and hop in with the buyer to navigate together towards the purchasing finish line.

Listen to the full episode to learn more about:
  • Engaging with today’s increasingly digital B2B buyer by embracing an omnichannel sales experience to avoid information overload
  • Instilling confidence in the post-sale customer experience to win deals in a downturn
  • Building rapport in a digital selling environment and using collaboration and interactivity for stronger virtual meetings