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Harnessing Your Inner Challenger Masterclass with Teri Long

Harnessing Your Inner Challenger: Masterclass with Teri Long

It's one thing to get the job done, and another to proactively challenge yourself to reach both your goals and your highest potential.

The class? Transforming the performance of the modern sales organization.

Your instructor? Teri Long, VP of Enablement and Revenue Operations @ CB Insights.

Add in Pete Kazanjy, CRO and Co-Founder (plus GTM Expert) @ Atrium as the moderator?

Easy yes.

discussion

  • Adopting the Challenger Mindset to be proactive rather than reactive

  • Identifying the 5 Deadly Sins to take ownership of challenges and make them your advantage

  • Utilizing data to inform your actions and guide revenue growth

Key Takeaways

  • Relationship Builder vs. Challenger: A relationship builder forms good relationships, reduces tension, and maintains the status quo. A Challenger moves from reactive to proactive, and brings new ideas to the table to measure the impact of their work to elevate SOP’s and gain a seat at the table.

  • The 5 Why’s: What’s actually happening on the shop floor vs. what’s being said in the boardroom? How do any of your metrics actually demonstrate a correlation to revenue growth and how can you quantify this? Tension is your north star and data is your tool to solve the core problem - use it!

  • Prior, Proper Planning Prevents Poor Performance! Start at the beginning - define your charter, map your ecosystem, identify objectives, determine your outcomes, and correlate it all back to metrics to measure your overall success.