Freezing Up With Metrics and PBOs

Today, Jim “Pouli” Pouliopoulos joins Rachel for a conversation on the uncertainties reps often face in trying to discuss metrics with prospects. Pouli’s advice provides clarity on when and how to discuss the finer details of the deal with the customer. He talks about:

• Getting past the fear of disrupting the flow of a conversation.
• Remaining curious throughout a sales cycle.
• Coaching reps to embrace the uncomfortable conversations.
• Viewing different individuals in the prospect company as rungs of a ladder.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Negotiation Foundation & Mindset | Ascender Course
• Managing Challenging Negotiation Tactics | Ascender Course
• Key Questions to Ask in Your Sales Discovery Conversations | Ascender Article
• Asking the Tough Questions in Your Sales Conversations | Ascender Video

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