Understanding Customer Perspectives for Competitive Advantage

Today, Antonella O’Day joins Rachel to discuss questions that reps can ask themselves to maximize their ability to qualify deals. These questions, among other benefits, will provide reps with clarity on whether you understand the customer’s business problem, whether the customer understands your solution’s differentiation, and how best to make use of your Champion in the qualification process.


Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Lead Qualification | Ascender Course
• Achieving a Collective Yes | Ascender Course
• How to Ask Questions that Highlight Your Solution’s Differentiation | Ascender Article
• How to Convince Your Customer to Take Action in Your Sales Process | Ascender Article
• How to Compete Against “Do It Internally” in the Sales Process | Ascender Article
• How Do I Get My Customer to See the Importance of My Differentiation? | Ascender Video
• When Customers Want to Do It Themselves | Podcast• Competing Against Other Priorities | Podcast
  

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