In today’s quick discussion, John Kaplan sheds light on a challenging decision for many reps: walking away from a deal. As ever, John shares the no-nonsense approach to sales qualification that has brought value to so many. This episode’s talking points include:

The importance of voracious qualification.
Signs that you should consider leaving an account.
Common gaps in deals that require sellers to take action.
Generating a significant enough pipeline to prevent the need to cling to a lost cause.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Prospecting Certification | Ascender Course Series
Improve Sales Qualification: Know When to Walk Away | Ascender Article
The Sales Conversations You Need for Great Qualification | Ascender Article
Ascender’s Best Content on Decision Criteria | Ascender Article
Building a Rhythm Around Pipeline Generation | Podcast
Being Confident in Your Selling Process | Podcast

Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.

Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison

Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Knowing When to Walk Away From a Deal