Force Management

Today, John Kaplan joins Rachel to explore the many elements involved in building a healthy pipeline, and doing so in a purposeful manner. He talks about prioritizing strategy during pipeline generation as opposed to merely chasing a number, pinpointing an Ideal Customer Profile, articulating your value by tying technical requirements to business outcomes, and the art and skill of getting the customer to stand in their moment of pain.Here are some additional resources:Get MEDDICC Certified on Ascender!Ascender’s Prospecting Elite Selling™ CertificationPlan to Make Your Plan | Ascender CourseThe Franchise Mindset | Ascender ArticleFour Questions to Ask About Your Most Critical Accounts | Ascender ArticleWhen to Use Customer Case Studies in the Sales Process | Ascender ArticleOvercoming Seller Deficit Disorder | Ascender VideoBuilding Your Pipeline | Ascender VideoWhen AI Isn’t Enough: Getting an Opportunity | PodcastFive Areas Where You Need Consistency | PodcastVisit Ascender, a platform designed solely for s