Treat pipeline generation as a process

A comprehensive knowledge of sales fundamentals means nothing if you fail to apply it consistently. Today, John Kaplan discusses five areas that demand consistent application of reps looking to be elite. They are:

• Pipeline generation.
• Building relationships.
• Discovery.
• Qualification.
• Avoiding excuses.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• John’s LinkedIn Post About Commitment and Consistency
• Building Rapport Through Virtual Channels | Ascender Course
• Executing Your Discovery Strategy | Ascender Course
• Ascender’s Best Content on Discovery | Ascender Article
• The Sales Conversations You Need for Great Qualification | Ascender Article
• Merchants of Change: The Excuse Department is Closed | Ascender Video
• Building a Rhythm Around Pipeline Generation | Podcast

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