When it comes to rejuvenating stalled deals, urgency is the factor that moves the needle. Today, John Kaplan joins Rachel to talk about driving urgency in deals, discussing the use of discovery to uncover and attach to the customer’s biggest business issues, getting them emotionally connected to solving those issues, and subsequently articulating your value and comparative differentiation.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Executing Your Discovery Strategy | Ascender Course
• Essential Questions to Help You Become a Better Salesperson | Ascender Article
• Creating Urgency with Your Customer | Ascender Video
• Rise Above the Noise | Ascender Video
• The Coat of Pain | Ascender Video
• Find a Balance in Your Sales Discovery | Ascender Video
• Controlling the Deal | Podcast
• Discovery Questions You Don’t Want to Forget | Podcast

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