Aligning Sales Strategies with Customer Needs

Today, Brian Walsh joins Rachel to talk about the mindset sellers need to have when their company launches a new product. He walks through key considerations for reps to weigh during the enablement process, such as figuring out what problems the product solves and the outcomes it can drive, determining your ideal customer profile, staying honest to avoid overpromising, and discussing technical features while maintaining value-based discipline.


Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• 5 Attributes of Effective Presentations | Ascender Course
• Opening Statements | Ascender Course
• Storytelling in the Sales Process | Ascender Course
• Unlocking Prospect Insights with AI Prompts | Ascender Article
• The Single Selling Motion | Podcast
• Being an Effective Sales Coach | Podcast

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