Force Management

In this episode, John Kaplan highlights the importance of business conversations as opposed to sales conversations when trying to navigate a landscape of heightened buyer scrutiny. He discusses:The mindset you need for successful business conversations.Ways to hold yourself accountable for having business conversations.Tips for adjusting the business conversation for finance.A personal anecdote to demonstrate the importance of differentiation and influencing the Decision Criteria.Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/skge08Rise Above the Noise | Ascender Videohttps://rb.gy/3iq0v1Dealing with Hesitant Buyers | Ascender Videohttps://rb.gy/2qi7ebSelling to the CFO w/ Jim Kelliher | Ascender Insightshttps://rb.gy/0ne41jLeading Through Economic Challenges with Murray Demo | Revenue Buildershttps://rb.gy/kow7b2Visit 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 c