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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