Many reps struggle with metrics. The challenge usually comes from not knowing the proper way to apply metrics to their sales conversations. In this quick episode, John Kaplan shares pointers on how to make effective use of metrics. He discusses:
- What metrics are and why they matter.
- How to speak about metrics in a way that is relevant to the higher-ups of an organization.
- The value in visualizing the buying organization as a house.
Here are some additional resources:
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