Engage finance early and provide justification

In this episode, John Kaplan highlights the importance of business conversations as opposed to sales conversations when trying to navigate a landscape of heightened buyer scrutiny. He discusses:

• The mindset you need for successful business conversations.
• Ways to hold yourself accountable for having business conversations.
• Tips for adjusting the business conversation for finance.
• A personal anecdote to demonstrate the importance of differentiation and influencing the Decision Criteria.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
  • https://rb.gy/skge08
• Rise Above the Noise | Ascender Video
  • https://rb.gy/3iq0v1
• Dealing with Hesitant Buyers | Ascender Video
  • https://rb.gy/2qi7eb
• Selling to the CFO w/ Jim Kelliher | Ascender Insights
  • https://rb.gy/0ne41j
• Leading Through Economic Challenges with Murray Demo | Revenue Builders
  • https://rb.gy/kow7b2

Visit 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/Ascender/
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