Why You Aren’t Winning

In today’s quick episode, John Kaplan gives encouragement to sellers who may find themselves down on their luck. He discusses the tried-and-true actions within every seller’s control that will set you back on track, including:

• Assessing and attaching to the customer’s business issues (the what).
• Taking into account whom you are connected with in the deal (the who).
• Qualifying the deal early on and throughout the sales process.
• Staying on top of the foundational skills.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Getting to the Economic Buyer | Ascender Course
• Negotiation Foundation & Mindset | Ascender Course
• Ascender’s Best Content on Decision Criteria | Ascender Article
• Close the Excuse Department | Ascender Video
• Do You Really Have a Champion? | Podcast
• Enabling the Internal Sell | Podcast

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