In this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses:

Getting your buyer to rethink the way to address their problems after you’ve entered the account later on in their decision process. (01:34)
What to do if you don’t have access to the Economic Buyer. (9:26)
How to identify and develop a Champion. (14:12)

Here are some additional resources:

Getting to the Economic Buyer | Ascender Course
- https://rb.gy/sqo9a
Validating Champions | Ascender Course
- https://rb.gy/wlanl
Essential Questions to Help You Become a Better Salesperson | Ascender Article
- https://rb.gy/1s69l
The Outcome Conversation | Podcast
- https://rb.gy/sn7ql

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#328 - Attorney General of Missouri Andrew Bailey