The ultimate goal of every rep is to close deals, and in today’s episode, John Kaplan outlines the necessary steps for sellers to maximize their odds of landing the big one. He discusses:

• Prioritizing pipeline generation.
• Voracious qualification, the most critical factor for closing deals.
• Aligning your value proposition with the priorities of the buying company.
• Implicating the customer’s pain.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Plan to Make Your Plan | Ascender Course
• How MEDDICC Helps You Sell Better | Ascender Article
• Value Pyramids in Sales | Ascender Article
• Uncovering Hidden Pain Points | Ascender Article
• Our Best Content on Decision Criteria | Ascender Article
• From Features to Value: Shifting Your Sales Approach to Close Larger Deals | Ascender Article
• Reassess Your Pipeline Opportunities | Ascender Article
• Building Your Pipeline | Ascender Video
• Building a Rhythm Around Pipeline Generation | 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.

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