Many reps struggle with metrics. The challenge usually comes from not knowing the proper way to apply metrics to their sales conversations. In this quick episode, John Kaplan shares pointers on how to make effective use of metrics. He discusses:

What metrics are and why they matter.
How to speak about metrics in a way that is relevant to the higher-ups of an organization.
The value in visualizing the buying organization as a house.

Here are some additional resources:

MEDDICC Certification on Ascender
- https://bit.ly/3IVZmQp
Digging Deep: Why Metrics Can Hurt You in Your Sales Conversations | Ascender Article
- https://bit.ly/3MV0Iwa

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Using Metrics Effectively in Your Sales Conversations

The Audible-Ready Sales Podcast

Aligning Conversation to Decision‑Maker Priorities

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