002 Jen Allen (Challenger) on Demand Generation As Chief Evangelist
As an individual contributor in sales, Jen learned the value of evangelism. Hear how she made the transition from salesperson to Chief Evangelist.
Today’s guest is Jen Allen, Chief Evangelist at Challenger and Host of the Winning The Challenger Sale podcast.
Jen joins Ethan Beute and shares the importance to have a repeatable, predictable content motion and develop a community of people who appreciate the perspective that you teach. Jen discusses the importance of being able to talk in the language of the prospects such that we create that demand to get them to want to come and explore the solution.
Takeaways:
- The most important role of a Chief Evangelist is to humanize the problems our prospects face. It is important to be able to talk in the language of the prospects such that we create that demand to get them to want to come and explore the solution.
- The role is so different across the board - so always focus on the business problem.
- Communicating internally without just being another person asking for attention. Seeks motivated mobilizers internally to help evangelize internally.
- Do the job before you ask for the job. Make sure you already know what to do before you are assigned to it.
- It's important to have a repeatable, predictable content motion and develop a community of people who appreciate the perspective that you teach. Not the solution that you sell, but the perspective that you teach.
- Revisit conventional beliefs about what drives demand. If you’re not doing the very best you can do, you need to innovate.
Quote of the Show:
“It's so important that we revisit our conventional belief system around what drives demand today.” (40:20)
Links:
- Twitter: https://twitter.com/JenAllenCEB
- LinkedIn: https://www.linkedin.com/in/jenniferallen1121/
- Website: https://www.challengerinc.com/
- Podcast: https://www.challengerinc.com/events/winning-the-challenger-sale/
Ways to Watch/Listen:
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