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:<b><br /></b><ul><li>The different types of metrics and what matters to whom.</li><li>Why reps tend to struggle with higher-level metrics.</li><li>Asking the right questions to align with the customer’s metrics.</li><li>Turning metrics into proof points.</li></ul><b><br />Here are some additional resources:<br /></b><ul><li><a href="https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432" target="_blank" rel="noreferrer noopener">Get MEDDICC Certified on Ascender!</a></li><li><a href="https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=7a01ab2c-6f90-4c0a-b7f6-8d81d488ca09&IsFromEmail=False" target="_blank" rel="noreferrer noopener">Achieving a Collective Yes</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=5273118c-dfe4-473c-a772-678d422d95e9&IsFromEmail=False" target="_blank" rel="noreferrer noopener">Executing Your Discovery Strategy</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=1c8338f6-535b-44cb-9ff0-ad8cd046b8b1&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False" target="_blank" rel="noreferrer noopener">Navigating the Political Landscape</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Explore?post=our-best-content-on-value-based-selling" target="_blank" rel="noreferrer noopener">Ascender’s Best Content on Value-Based Selling</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=how-big-is-the-pain-identifying-pain-with-meddicc" target="_blank" rel="noreferrer noopener">How Big is the Pain: Identifying Pain with MEDDICC</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=a-perspective-on-metrics-in-meddicc" target="_blank" rel="noreferrer noopener">A Perspective on Metrics in MEDDICC</a> | Ascender Video</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-freezing-up-with-metrics-and-pbos" target="_blank" rel="noreferrer noopener">Freezing Up With Metrics and PBOs</a> | Podcast</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-using-metrics-effectively-in-your-sales-conversations" target="_blank" rel="noreferrer noopener">Using Metrics Effectively in Your Sales Conversations</a> | Podcast</li></ul><br /><i>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.</i><br /><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><br /><br /><i>Check out this and other episodes of the Audible-Ready Sales Podcast on <a href="https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894" target="_blank" rel="noreferrer noopener">Apple Podcasts</a>, <a href="https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ" target="_blank" rel="noreferrer noopener">Spotify</a>, or our <a href="https://www.forcemanagement.com/the-audible-ready-sales-podcast" target="_blank" rel="noreferrer noopener">website</a>.</i>
