The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses:

The four major mental obstacles that prevent salespeople from properly expanding their deals.
Putting the customer first.
Using “decision points” to assess who will be impacted by your solution.
Differentiating not only what you sell, but how you sell.

Here are some additional resources:

Building Champions for Life | Ascender Course
- https://rb.gy/n8x0n
The Foundation Needed to Broaden Your Deal | Ascender Video
- https://rb.gy/qjbvs
Being Audible-Ready to Change Tracks in Sales Conversations | Ascender Article
- https://rb.gy/nsrea

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.

Expanding the Sales Conversation

The Audible-Ready Sales Podcast

Adaptability and following the customer's agenda

The AI-powered Podcast Player