Force Management

Staying in control of a deal is all about qualification. Today, John Kaplan gives advice on being proactive, not reactive, in ensuring that the deal progresses in your favor and with urgency. He talks about:Being prepared for and adjusting to unforeseen changes.Dealing with the entrance of a new competitor.Qualifying proactively with MEDDICC.The importance of meeting the buyer where they are.Here are some additional resources:Get MEDDICC Certified on Ascender!Validating Champions | Ascender CourseAdapt and Deliver: Positioning Value During Changes | Ascender ArticleOur Best Content on Decision Criteria | Ascender ArticleBeing Audible-Ready to Change Tracks in Sales Conversations | Ascender ArticleKey Steps for Qualifying Your Deals | Ascender VideoWhen Leadership Changes in Your Prospect Account | PodcastMaking MEDDICC Work for You as a Rep | 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