The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses:
The four major mental obstacles that prevent salespeople from properly expanding their deals.
Putting the customer first.
Using “decision points” to assess who will be impacted by your solution.
Differentiating not only what you sell, but how you sell.
Here are some additional resources:
Building Champions for Life | Ascender Course
https://rb.gy/n8x0n
The Foundation Needed to Broaden Your Deal | Ascender Video
https://rb.gy/qjbvs
Being Audible-Ready to Change Tracks in Sales Conversations | Ascender Article
https://rb.gy/nsrea
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