Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.

Check out the platform here: https://my.ascender.co/Ascender/

Outcomes are a critical component to the sales conversation. In a tight economy, people aren’t always looking to solve problems—they’re looking to drive outcomes. In this podcast, Brian Walsh breaks down the importance of defining outcomes with your customer.

He discusses:

• Why PBOs are critical for each of your deals.
• Discovering who is responsible for keeping track of PBOs.
• Moving the conversation from the problems to the outcomes.
• Building “Positive Business Intent” with your customer to make them realize the value that your relationship adds to their business.

Here are some additional resources:

• Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison
• Three Ways to Improve Your Sales Messaging
  • https://bit.ly/3FS4S5w
• Four Ways to Build Positive Business Intent
  • https://bit.ly/3FUue2J

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.