Staying in control of a deal is all about qualification. Today, John Kaplan gives advice on being proactive, not reactive, in ensuring that the deal progresses in your favor and with urgency. He talks about:
Here are some additional resources:
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- Being prepared for and adjusting to unforeseen changes.
- Dealing with the entrance of a new competitor.
- Qualifying proactively with MEDDICC.
- The importance of meeting the buyer where they are.
Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- Validating Champions | Ascender Course
- Adapt and Deliver: Positioning Value During Changes | Ascender Article
- Our Best Content on Decision Criteria | Ascender Article
- Being Audible-Ready to Change Tracks in Sales Conversations | Ascender Article
- Key Steps for Qualifying Your Deals | Ascender Video
- When Leadership Changes in Your Prospect Account | Podcast
- Making MEDDICC Work for You as a Rep | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
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