In this episode, John Boney and Rachel speak about the need for sales leaders to coach based on value. They explore ways in which leaders can endeavor to make every conversation with reps an opportunity to drive growth, not just hit a number. You’ll learn how to ask questions that uncover your reps’ motivations and struggles, differentiate solving and coaching, and lead in a way that builds trust and empowers your reps to take ownership of their challenges.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Coaching Model Essentials | Ascender Course
Effective Opportunity Coaching Sessions | Ascender Course
Coaching the Coaches – Front-Line Sales Managers | Ascender Course
Three Ways Managers Can Drive Value-Based Selling Practices | Ascender Article
How to Coach Value-Based Sales Messaging Aligned with C-Suite Priorities | Ascender Article
Remember These Key Steps to a Value-Based Sales Conversation | Ascender Article
Keeping the Focus on Value | Podcast
How to Uncover Buyer Needs | Podcast

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Stop Solving and Start Coaching

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