When You Can’t Close Deals

As we move into Q3, some of you may find yourselves struggling to get deals over the line. In today’s episode, John Kaplan gets you refocused on the fundamentals in order to reopen closed doors and get deals moving. He discusses:

• Getting the buyer to understand how your solution increases revenue, decreases cost and mitigates risk.
• Connecting technical pain to business pain to create urgency.
• The importance of multi-threading.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Achieving a Collective Yes | Ascender Course
• Hesitant Buyers? Aligning Your Solution to Corporate Initiatives | Ascender Article
• Moving Buyers to Action | Ascender Article
• The Coat of Pain | Ascender Video
• Podcast: How to Engage Other Departments in Your Sales Process | Podcast
• Getting Different Departments to Agree | Podcast

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