Staying in control of a deal is all about qualification. Today, John Kaplan gives advice on being proactive, not reactive, in ensuring that the deal progresses in your favor and with urgency. He talks about:

Being prepared for and adjusting to unforeseen changes.
Dealing with the entrance of a new competitor.
Qualifying proactively with MEDDICC.
The importance of meeting the buyer where they are.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Validating Champions | Ascender Course
Adapt and Deliver: Positioning Value During Changes | Ascender Article
Our Best Content on Decision Criteria | Ascender Article
Being Audible-Ready to Change Tracks in Sales Conversations | Ascender Article
Key Steps for Qualifying Your Deals | Ascender Video
When Leadership Changes in Your Prospect Account | Podcast
Making MEDDICC Work for You as a Rep | Podcast

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