Force Management

The ultimate goal of every rep is to close deals, and in today’s episode, John Kaplan outlines the necessary steps for sellers to maximize their odds of landing the big one. He discusses:Prioritizing pipeline generation.Voracious qualification, the most critical factor for closing deals.Aligning your value proposition with the priorities of the buying company.Implicating the customer’s pain.Here are some additional resources:Get MEDDICC Certified on Ascender!Plan to Make Your Plan | Ascender CourseHow MEDDICC Helps You Sell Better | Ascender ArticleValue Pyramids in Sales | Ascender ArticleUncovering Hidden Pain Points | Ascender ArticleOur Best Content on Decision Criteria | Ascender ArticleFrom Features to Value: Shifting Your Sales Approach to Close Larger Deals | Ascender ArticleReassess Your Pipeline Opportunities | Ascender ArticleBuilding Your Pipeline | Ascender VideoBuilding a Rhythm Around Pipeline Generation | PodcastVisit Ascender, a platform designed solely for salespeople who own a quota. If you