Force Management

Salespeople frequently find themselves stuck with a single contact in a buying company, unable to engage departments necessary to a successful close, locked at a standstill. In today’s episode, John Kaplan explains how to multi-thread in a way that enlarges a company-wide understanding of the gravity and relevance of a technical issue and convinces all people involved of their responsibility and capability to work toward a successful solution.Here are some additional resources:Get MEDDICC Certified on Ascender!Creating a Compelling Business Case | Ascender CourseGetting to the Economic Buyer | Ascender CourseChanging Your Approach with Procurement | Ascender CourseThe Importance of Multi-Threaded Selling | Ascender ArticleSell Solutions, Not Products | Ascender ArticleGetting to “We Need to Fix This Now” | Ascender ArticleUsing Empathy in Your Sales Conversations | Ascender ArticleExpanding the Sales Conversation | PodcastBeing Confident in Your Selling Process | PodcastMaking the Case to the CFO | PodcastVis