In today’s special episode for those selling to government agencies, John Boney joins Rachel to discuss how to respond and adapt to changing federal priorities in the current landscape. He explores the concept of “value drivers” and explains how reps can uncover them with effective, mission-oriented questions. John also talks about the need to align with the client’s procurement process, focus on ROI for the agency in question, build a stakeholder map that allows you to adapt your narrative for the value lens of every stakeholder, and manage the often-overlooked post-award delivery phase.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Deepen Your Discovery | Ascender Course
Changing Your Approach with Procurement | Ascender Course
Remember These Key Steps to a Value-Based Sales Conversation | Ascender Article
Four Questions to Ask About Your Most Critical Accounts | Ascender Article
Keeping the Focus on Value | Podcast
How to Uncover Buyer Needs | Podcast
Aligning Sales Strategies with DOGE Priorities: Navigating the New Federal Marketplace | Webinar

Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.

Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison

Episodio 134. Smoke and mirrors