In this episode, we cover one of our most popular topics among our listeners: metrics. And its popularity is well warranted, as it remains a major stumbling block for many reps. John Boney joins us to give pointers on leveraging metrics to strengthen deals while steering clear of the common pitfalls. He discusses:
- The different types of metrics and what matters to whom.
- Why reps tend to struggle with higher-level metrics.
- Asking the right questions to align with the customer’s metrics.
- Turning metrics into proof points.
Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- Achieving a Collective Yes | Ascender Course
- Executing Your Discovery Strategy | Ascender Course
- Navigating the Political Landscape | Ascender Course
- Ascender’s Best Content on Value-Based Selling | Ascender Article
- How Big is the Pain: Identifying Pain with MEDDICC | Ascender Article
- A Perspective on Metrics in MEDDICC | Ascender Video
- Freezing Up With Metrics and PBOs | Podcast
- Using Metrics Effectively in Your Sales Conversations | Podcast
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/
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Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
資訊
- 節目
- 頻率每週更新
- 發佈時間2024年11月19日 上午8:00 [UTC]
- 長度20 分鐘
- 年齡分級兒少適宜