Jen is Chief Evangelist for Challenger, Inc. (the company behind the best-selling Challenger Sale & Challenger Customer books).38% of complex B2B purchase attempts end in "no decision" and involve ~11 customer stakeholders. 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 "better" our solution may be, the road to "better" involves change, cost, productivity losses while the team learns how to do/use something new. Jen is passionate about partnering with B2B Sales leaders to help their teams stop losing deals to status quo, price, or no-decision.