In today’s episode, John Kaplan joins Rachel to talk about the steps necessary to be an elite seller. He goes through and explains the habits and behaviors consistently exhibited by the most elite reps, including disciplined and intentional execution, preparing insightful questions to aid discovery, shifting the conversation from their own solution to the customer’s business pain, and influencing the Decision Criteria with differentiation backed up by value.<br /><br />Here are some additional resources:<b><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=61dd72f1-8723-453a-a4f0-38bfec8d5aa6&amp;IsFromEmail=False" target="_blank" rel="noreferrer noopener">Aligning Sales Planning and Execution Disciplines</a> | Ascender Course</li><li><a href="https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&amp;IsComingSoon=False&amp;id=9e87b265-31ce-4aa4-8649-208751a4b2db&amp;IsFromEmail=False" target="_blank" rel="noreferrer noopener">Objection Handling</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-attaching-to-the-biggest-business-problem&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Attaching to the Biggest Business Problem</a> | Ascender Course</li><li><a href="https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&amp;IsComingSoon=False&amp;id=fabe6dea-fb08-4a34-8daa-98c838132eea&amp;IsFromEmail=False" target="_blank" rel="noreferrer noopener">Selling to the C-Suite</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Explore?post=how-to-ask-questions-that-highlight-your-solutions-differentiation&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">How to Ask Questions that Highlight Your Solution’s Differentiation</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=monday-motivation-creating-urgency&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Creating Urgency with Your Customer</a> | Ascender Video</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-aligning-with-corporate-initiatives&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Aligning with Corporate Initiatives</a> | Podcast</li><li><a href="https://my.ascender.co/Ascender/Explore?post=monday-motivation-preparation&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Preparing for Sales Conversations</a> | Podcast</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-three-tactics-for-handling-objections&amp;referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Three Tactics for Handling Objections</a> | Podcast</li></ul><b><br /></b><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 /><i></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>