Competing Against Other Priorities

Getting your initiative to stand out in a sea of competing priorities is no small task, but it can be achieved with a proper understanding of the client’s most urgent business needs. Today, Antonella O’Day joins us once more to share strategies that will help you rise above the noise and assert your solution as a must for the customer. She goes over:

• Ways to continually assess the priority of your initiative as a deal progresses.
• Questions to ask your customer that will give you a sense of the standing of your deal among the customer’s other priorities.
• Maintaining relationships with key individuals in an account to achieve broader buy-in.
• Remaining on the lookout for red flags indicative of an unvalued solution.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Achieving a Collective Yes | Ascender Course
• Ascender’s Best Content on Champions | Ascender Article
• Rise Above the Noise | Ascender Video
• Handling Competing Initiatives | Podcast

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