Patrick McLoughlin

Patrick McLoughlin, Force Management’s Senior Director of Consulting & Facilitation, recaps questions asked in the last Deal Desk and answers frequently asked questions from Ascender’s community section. Topics discussed include finding out competition when the buyer won't disclose, navigating the procurement process, selling to younger, less experienced buyers, aligning with buyer priorities, dealing with year-end challenges, and testing for urgency and impact in sales.

In this engaging discussion, Patrick McLoughlin, a sales leader and Force Management contributor known as 'Patty Mac', dives into the art of uncovering business pain. He emphasizes the importance of curiosity and asking the right follow-up questions. Patrick warns against shallow discovery that can derail sales efforts and highlights the need to understand the breadth and depth of customer issues. He also shares strategies for validating pain with champions and stresses the significance of framing conversations in financial terms, especially in challenging economic climates.