Force Management

Salespeople must be multi-threaded with their opportunities. Make an effort to connect to as many relevant stakeholders in the buying company as possible. John Kaplan explains steps you can take to reach key individuals in other departments of your prospect’s organization. He gives advice about:Connecting technical capabilities to business outcomes.Landing meetings with key stakeholders of other departments.Using the Three Ps—Purpose, Process and Payoff—to maximize conversations with high-ranking individuals in the buying organization.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://bit.ly/3YnPSlRHow to Get Higher in Your Prospect's Organization | Force Management Articlehttps://bit.ly/3JgWH4pGet Beyond the Technical Buyer | Force Management Articlehttps://bit.ly/4208wn0Sales Best Practices: 5 Ways to Prepare for Your Next Sales Meeting | Force Management Articlehttps://bit.ly/41PEyBVVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy