Mastering the Sales Motion: From Discovery to Delivery

There is an abundance of tools and processes available to reps today, but it is incumbent on each seller to incorporate them into a cohesive strategy. In this episode, John Kaplan explains how to successfully pull these tools into a swift selling motion. Topics under discussion include:

• Selling with an outside-in approach.
• The three buckets of information to fill during discovery.
• A golf takeaway and downswing analogy.
• Fitting the selling motion into a sales process.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Ascender’s Best Content on Decision Criteria | Ascender Article
• The Single Selling Motion | Ascender Article
• Differentiation in the Sales Process | Ascender Video
• Earning the Right | Ascender Video

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