Attaching to the Biggest Business Problem

In today’s episode, Rachel and John discuss the ever-pertinent need for sellers to identify and attach to the customer’s biggest business problem. John shares the mindset and the steps necessary for reps to make the right connections and get the information they need to do so successfully. He talks about:

• Tying technical requirements to business outcomes.
• Navigating the political landscape of the customer organization with savvy.
• The need to get the customer to stand in their moment of pain.
• Deepening your discovery to implicate the customer’s pain.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Navigating the Political Landscape | Ascender Course
• Deepen Your Discovery | Ascender Course
• Objection Handling | Ascender Course
• The Importance of Multi-Threaded Selling | Ascender Article
• The Coat of Pain | Ascender Video

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