Force Management

When it comes to rejuvenating stalled deals, urgency is the factor that moves the needle. Today, John Kaplan joins Rachel to talk about driving urgency in deals, discussing the use of discovery to uncover and attach to the customer’s biggest business issues, getting them emotionally connected to solving those issues, and subsequently articulating your value and comparative differentiation.Here are some additional resources:Get MEDDICC Certified on Ascender!Executing Your Discovery Strategy | Ascender CourseEssential Questions to Help You Become a Better Salesperson | Ascender ArticleCreating Urgency with Your Customer | Ascender VideoRise Above the Noise | Ascender VideoThe Coat of Pain | Ascender VideoFind a Balance in Your Sales Discovery | Ascender VideoControlling the Deal | PodcastDiscovery Questions You Don’t Want to Forget | PodcastVisit 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 eve