Salespeople frequently find themselves stuck with a single contact in a buying company, unable to engage departments necessary to a successful close, locked at a standstill. In today’s episode, John Kaplan explains how to multi-thread in a way that enlarges a company-wide understanding of the gravity and relevance of a technical issue and convinces all people involved of their responsibility and capability to work toward a successful solution.


Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Creating a Compelling Business Case | Ascender Course
• Getting to the Economic Buyer | Ascender Course
• Changing Your Approach with Procurement | Ascender Course
• The Importance of Multi-Threaded Selling | Ascender Article
• Sell Solutions, Not Products | Ascender Article
• Getting to “We Need to Fix This Now” | Ascender Article
• Using Empathy in Your Sales Conversations | Ascender Article
• Expanding the Sales Conversation | Podcast
• Being Confident in Your Selling Process | Podcast
• Making the Case to the CFO | Podcast

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