Moving opportunities forward and maintaining a healthy pipeline in this environment — are two critical areas sales organizations are struggling with right now.   In this episode John Kaplan talks through the three things you need in every deal, minimizing no decisions, discounts and other risks to their pipelines. He’ll discuss:   - How to determine your PBOS, Required Capabilities and Metrics   - How to change a deal at risk into a high-value opportunity   - What’s needed for salespeople to become more relevant to their buyers right now   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources focused on PBOS, required capabilities and metrics:    - Predicting No Decisions On-Demand Webinar https://bit.ly/2D0dxFa - How to Ask the Right Questions in Your Sales Conversation https://bit.ly/2E8TRiS - 6 Questions That Will Help Your Sales Team Produce More Revenue https://bit.ly/32MuH3I - Why Sales Reps Struggle with Metrics in the Sales Conversation https://bit.ly/2ZQFYOM