As we approach the end of 2024, many companies are in the process of setting their priorities for the new year. In today’s episode, John Kaplan talks about aligning your solution with the corporate priorities of your customers as opposed to simply a department. He discusses:

• The need to talk to those with access to discretionary funds.
• Understanding the problems that you solve and the implications of those problems.
• Questions that will reveal the initiatives the Economic Buyer prioritizes.
• Obtaining a comprehensive view of the buying organization and being able to traverse it fluidly.
• Advice on selling to the CFO.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Getting to the Economic Buyer | Ascender Course
• How to Get Higher in Your Prospect’s Organization | Ascender Article
• Engaging the CFO | Ascender Article
• Our Best Content on Selling to the C-Suite | Ascender Article
• Rise Above the Noise | Ascender Video
• Selling to More Decision Makers | Force Management Article 
• Broadening Your Sales Conversations | Podcast
• Ascender Insights: Selling to the CFO w/ Jim Kelliher

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