Aligning Technical Solutions with Business Outcomes

Today, John Kaplan joins Rachel to explore the many elements involved in building a healthy pipeline, and doing so in a purposeful manner. He talks about prioritizing strategy during pipeline generation as opposed to merely chasing a number, pinpointing an Ideal Customer Profile, articulating your value by tying technical requirements to business outcomes, and the art and skill of getting the customer to stand in their moment of pain.


Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Ascender’s Prospecting Elite Selling™ Certification
• Plan to Make Your Plan | Ascender Course
• The Franchise Mindset | Ascender Article
• Four Questions to Ask About Your Most Critical Accounts | Ascender Article
• When to Use Customer Case Studies in the Sales Process | Ascender Article
• Overcoming Seller Deficit Disorder | Ascender Video
• Building Your Pipeline | Ascender Video
• When AI Isn’t Enough: Getting an Opportunity | Podcast
• Five Areas Where You Need Consistency | Podcast

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