Today, Tim Caito joins Rachel to discuss how to communicate the needs of the customer internally, centering the conversation around three high-level concepts: the external sale, the internal sale, and achieving an ideal outcome using two-way guidance. In the course of the episode, he shares best practices on gathering necessary customer and internal requirements, finding the right balance between the customer’s view of a great outcome and that of your company, aligning with the customer’s Decision Criteria, and overcoming common internal bottlenecks.

Here are some additional resources:

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Aligning Sales Planning and Execution Disciplines | Ascender Course
Creating a Political Advantage | Ascender Course
Executing Your Discovery Strategy | Ascender Course
Negotiation Foundation & Mindset | Ascender Course
Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article
Aligning to Win | Ascender Article
Hesitant Buyers? Aligning Your Solution to Corporate Initiatives | Ascender Article
Our Best Content on Decision Criteria | Ascender Article
Enabling the Internal Sell | Podcast
Navigating Anchors and Trades in Sales Negotiation | Podcast
Aligning with Corporate Initiatives | Podcast

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Communicating Customer Needs Internally