Pain, impact and urgency

All salespeople know of the frustration that comes with seeming abandonment by the customer. In today’s episode, Force Management Facilitator Diana Sheley joins us to share the action steps needed to recapture the customer’s interest. She talks about:

• The most common reasons why customers go dark.
• The importance of finding the customer’s business pain.
• Speaking to the right people in the organization.
• Keeping track of the customer’s shifting priorities.

Here are some additional resources:

• Expand Your Understanding of the Competition | Ascender Course
  • https://rb.gy/pckpr1
• Moving Buyers to Action | Ascender Article
  • https://rb.gy/353bvj
• When Leadership Changes in Your Prospect Account | Podcast
  • https://rb.gy/hjuvep

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/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison


Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.