The Outcome Conversation

Force Management has launched our new product: Ascender. It is a
platform solely for salespeople who own a quota. If you enjoy the
Audible-Ready Sales Podcast, Ascender is perfect for you! We put
out content of a similar nature every day with insights that will
help you to level up in your sales career.
Check out the platform here:
https://my.ascender.co/Ascender/ 
Outcomes are a critical component to the sales conversation. In a
tight economy, people aren’t always looking to solve
problems—they’re looking to drive outcomes. In this podcast, Brian
Walsh breaks down the importance of defining outcomes with your
customer.
He discusses:
Why PBOs are critical for each of your deals.
Discovering who is responsible for keeping track of PBOs.
Moving the conversation from the problems to the outcomes.
Building “Positive Business Intent” with your customer to make them
realize the value that your relationship adds to their
business. 


Here are some additional resources:
Subscribe to Ascender:
https://my.ascender.co/Ascender/PlanComparison 
Three Ways to Improve Your Sales
Messaging https://bit.ly/3FS4S5w 

Four Ways to Build Positive Business
Intent https://bit.ly/3FUue2J  



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