Force Management

In this episode, we cover one of our most popular topics among our listeners: metrics. And its popularity is well warranted, as it remains a major stumbling block for many reps. John Boney joins us to give pointers on leveraging metrics to strengthen deals while steering clear of the common pitfalls. He discusses:The different types of metrics and what matters to whom.Why reps tend to struggle with higher-level metrics.Asking the right questions to align with the customer’s metrics.Turning metrics into proof points.Here are some additional resources:Get MEDDICC Certified on Ascender!Achieving a Collective Yes | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseNavigating the Political Landscape | Ascender CourseAscender’s Best Content on Value-Based Selling | Ascender ArticleHow Big is the Pain: Identifying Pain with MEDDICC | Ascender ArticleA Perspective on Metrics in MEDDICC | Ascender VideoFreezing Up With Metrics and PBOs | PodcastUsing Metrics Effectively in Your Sales Conversations | Po