A robust pipeline is key to maintaining a steady flow of prospects and keeping track of the progress of each toward closing. With the current proliferation of AI tools on the market, sellers are better equipped than ever to tailor their prospecting approach to the unique concerns of each individual lead. Still, regardless of the technology, the fundamentals remain unchanged. Today, John Kaplan joins Rachel to discuss the need for reps to grasp the foundational steps of pipeline generation first and foremost. He then describes how sellers can use AI as a means to refine and strengthen their approach.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Ascender’s Prospecting Elite Selling™ Certification
When to Use Customer Case Studies in the Sales Process | Ascender Article
From Features to Value: Shifting Your Sales Approach to Close Larger Deals | Ascender Article
Key Tips to Help You Have Better Sales Conversations | Ascender Article
Amplify Value Negotiation with AI | Ascender Video
Building Your Pipeline | Ascender Video
Building Up Your Referral Business | Ascender Video
Building a Rhythm Around Pipeline Generation | Podcast

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When AI Isn't Enough: Getting an Opportunity