Pairing Value and Metrics

Defining metrics demands company alignment. Getting buyers to map
to and define how they’ll measure success as it relates to your
solution isn’t always easy. People may hesitate when it comes to
being measured. 
John Kaplan discusses the role both companies and their salespeople
play in ensuring their solutions get the credit they deserve for
driving significant customer outcomes.
Here are some additional resources:
Navigating the Decision Process With Multiple Buyers
[Podcast] 
The Decision Process: Everything You Need to Know to Sell
More 
Why You’re Struggling With Metrics in the Sales
Conversation  


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Apple Podcasts, Spotify, or our website.