1 rich Libsyn https://www.libsyn.com 90 600 We're not losing to our competitors. We're losing to customer risk aversion. We're losing to the customer's gut feeling that no matter how much &quot;better&quot; our solution may be, the road to &quot;better&quot; involves change, cost, productivity losses while the team learns how to do/use something new, confusion, and disruption.&amp;nbsp;These are the words Jennifer Allen lives by, and the words of a Challenger. Jennifer Allen stopped by Decision Point recently to talk with Brad about Challenger. The misconceptions people have had about Challenger. What is a Challenger really? Also. why people who are Challenger's tend to excel in the sales world. Decision Point http://decisionpoint.libsyn.com/website <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/21588044/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/118139600