When it comes to rejuvenating stalled deals, urgency is the factor that moves the needle. Today, John Kaplan joins Rachel to talk about driving urgency in deals, discussing the use of discovery to uncover and attach to the customer’s biggest business issues, getting them emotionally connected to solving those issues, and subsequently articulating your value and comparative differentiation.

Here are some additional resources:

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Executing Your Discovery Strategy | Ascender Course
Essential Questions to Help You Become a Better Salesperson | Ascender Article
Creating Urgency with Your Customer | Ascender Video
Rise Above the Noise | Ascender Video
The Coat of Pain | Ascender Video
Find a Balance in Your Sales Discovery | Ascender Video
Controlling the Deal | Podcast
Discovery Questions You Don’t Want to Forget | Podcast

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