Today, Brian Walsh joins Rachel to talk about the mindset sellers need to have when their company launches a new product. He walks through key considerations for reps to weigh during the enablement process, such as figuring out what problems the product solves and the outcomes it can drive, determining your ideal customer profile, staying honest to avoid overpromising, and discussing technical features while maintaining value-based discipline.<b><br /></b><br /><b></b><br /><b>Here are some additional resources:<br /></b><ul><li><a href="https://my.ascender.co/Enroll/Certification_Details?Id=7&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Get MEDDICC Certified on Ascender!</a></li><li><a href="https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&amp;IsComingSoon=False&amp;id=087d5b10-a27d-4fe9-9eee-93a3acf5126e&amp;IsFromEmail=False" target="_blank" rel="noreferrer noopener">5 Attributes of Effective Presentations</a> | Ascender Course</li><li><a href="https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&amp;IsComingSoon=False&amp;id=a22f060f-ee4a-4123-a815-b2f5325e5dbb&amp;IsFromEmail=False" target="_blank" rel="noreferrer noopener">Opening Statements</a> | Ascender Course</li><li><a href="https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&amp;IsComingSoon=False&amp;id=2f07ca8f-a9af-4030-971e-e528fddcb345&amp;IsFromEmail=False" target="_blank" rel="noreferrer noopener">Storytelling in the Sales Process</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Explore?post=unlocking-prospect-insights-with-ai-prompts&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Unlocking Prospect Insights with AI Prompts</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-the-single-selling-motion&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">The Single Selling Motion</a> | Podcast</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-being-an-effective-sales-coach&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Being an Effective Sales Coach</a> | Podcast</li></ul><i><b><br /></b>Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.<br /></i><br /><i></i><br /><i>Check out the platform here: <a href="https://my.ascender.co/Ascender/" target="_blank" rel="noreferrer noopener">https://my.ascender.co/Ascender/</a></i><br /><i>Subscribe here: <a href="https://my.ascender.co/Ascender/PlanComparison" target="_blank" rel="noreferrer noopener">https://my.ascender.co/Ascender/PlanComparison</a></i>