In this episode, we cover one of our most popular topics among our listeners: metrics. And its popularity is well warranted, as it remains a major stumbling block for many reps. John Boney joins us to give pointers on leveraging metrics to strengthen deals while steering clear of the common pitfalls. He discusses:

The different types of metrics and what matters to whom.
Why reps tend to struggle with higher-level metrics.
Asking the right questions to align with the customer’s metrics.
Turning metrics into proof points.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Achieving a Collective Yes | Ascender Course
Executing Your Discovery Strategy | Ascender Course
Navigating the Political Landscape | Ascender Course
Ascender’s Best Content on Value-Based Selling | Ascender Article
How Big is the Pain: Identifying Pain with MEDDICC | Ascender Article
A Perspective on Metrics in MEDDICC | Ascender Video
Freezing Up With Metrics and PBOs | Podcast
Using Metrics Effectively in Your Sales Conversations | Podcast

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Improving Your Metric-Based Conversations