Force Management

There is an abundance of tools and processes available to reps today, but it is incumbent on each seller to incorporate them into a cohesive strategy. In this episode, John Kaplan explains how to successfully pull these tools into a swift selling motion. Topics under discussion include:Selling with an outside-in approach.The three buckets of information to fill during discovery.A golf takeaway and downswing analogy.Fitting the selling motion into a sales process.Here are some additional resources:Get MEDDICC Certified on Ascender!Ascender’s Best Content on Decision Criteria | Ascender ArticleThe Single Selling Motion | Ascender ArticleDifferentiation in the Sales Process | Ascender VideoEarning the Right | Ascender VideoVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascend