Common Deal Questions w/ Patrick McLoughlin

We produce a lot of content on Ascender, our new subscription
platform! Twice a month, we hold live events on Ascender. One of
those events is Deal Desk, in which sellers like you can ask
questions pertaining to deals you’re trying to close and any
challenges you face with regards to sales execution. Our recent
Deal Desk was hosted by Patrick McLoughlin, aka Paddy Mac, Force
Management’s Senior Director of Consulting & Facilitation. In
today’s episode, Paddy Mac recaps questions asked in the last Deal
Desk, as well as questions frequently asked in Ascender’s community
section. These questions include:

How do I find out who my competition is if my buyer won’t
tell me?

What steps do I take when passed over to procurement?

How do I approach selling to younger, less experienced buyers
who may be cagey?

With company purchases under increased scrutiny, how do I
ensure that I am aligned with one of the buying company’s top
priorities?

What if my deal does not close by year’s end as intended?


Here are some additional resources:

Subscribe to Ascender:
https://my.ascender.co/Ascender/PlanComparison

Enabling the Internal Sell | Podcast

https://apple.co/3GS1R5P



Two Sales Negotiation Tactics to Use with Procurement

https://bit.ly/3vTf9bC



What to Do When “Do Nothing” is Your Chief Competition in a
Sales Opportunity

https://bit.ly/3Iu0dZg



What to Do When You're Competing Against Do it Internally

https://bit.ly/3VVGEMo





Check out this and other episodes of The Audible-Ready
Podcast at Apple Podcasts, Spotify, or our website.