Force Management

In many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on competing priorities. Topics under discussion include:Aligning your solution with the customer’s challenges.Using your discovery process to answer key questions about the customer.Leveraging MEDDICC to account for competing initiatives.Going against “do nothing.”Here are some additional resources:Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseDealing with the Competition | Ascender VideoRise Above the Noise | Ascender VideoThe Coat of Pain | Ascender VideoMaking Your Competitor Nervous | Ascender ArticleVisit 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 conte