Uncover reps' obstacles with discovery

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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