Here’s a great episode for both reps and sales leaders.

Salespeople are typically unenthused by the prospect of deal reviews, but they are a great opportunity for leaders to help their sellers identify strengths and weaknesses in their opportunities and get deals over the line. Antonella O’Day joins us to discuss what sales managers can do to help themselves and their reps maximize the benefit of deal review sessions. She provides guidance about:

How managers can get reps to see the value in deal reviews.
Ways that managers can educate themselves on an account in preparation for a deal review.
How reps can equip their manager with the information they need for a deal review.
Looking at a deal review as a collaboration rather than an inspection.

Here are some additional resources:

Progressing Deals to Close | Ascender Course
- https://bit.ly/3ZWa67U
MEDDICC Deal Confidence Self-Assessment | Ascender Course
- https://bit.ly/3loFBse
Preparing for and Engaging in Virtual Meetings | Ascender Course
- https://bit.ly/3FyZYtz
Dig Deep for Effective Sales Opportunity Reviews | Force Management Article
- https://bit.ly/3JMNAIR

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Deal Coaching: How to Get Your Reps to Ask for More

The Audible-Ready Sales Podcast

Why deal reviews often fail

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