Force Management

In today’s quick discussion, John Kaplan sheds light on a challenging decision for many reps: walking away from a deal. As ever, John shares the no-nonsense approach to sales qualification that has brought value to so many. This episode’s talking points include:The importance of voracious qualification.Signs that you should consider leaving an account.Common gaps in deals that require sellers to take action.Generating a significant enough pipeline to prevent the need to cling to a lost cause.Here are some additional resources:Get MEDDICC Certified on Ascender!Prospecting Certification | Ascender Course SeriesImprove Sales Qualification: Know When to Walk Away | Ascender ArticleThe Sales Conversations You Need for Great Qualification | Ascender ArticleAscender’s Best Content on Decision Criteria | Ascender ArticleBuilding a Rhythm Around Pipeline Generation | PodcastBeing Confident in Your Selling Process | PodcastVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audi