Staying in control of a deal is all about qualification. Today, John Kaplan gives advice on being proactive, not reactive, in ensuring that the deal progresses in your favor and with urgency. He talks about:
- Being prepared for and adjusting to unforeseen changes.
- Dealing with the entrance of a new competitor.
- Qualifying proactively with MEDDICC.
- The importance of meeting the buyer where they are.
Here are some additional resources:
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