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:
- The different types of metrics and what matters to whom.
- Why reps tend to struggle with higher-level metrics.
- Asking the right questions to align with the customer’s metrics.
- Turning metrics into proof points.
Here are some additional resources:
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