Categories: Sales Conversation | Podcasts
Metrics can be a tricky concept for salespeople, especially those who are new to our Command of the Message® methodology. Typically we find these sellers are using metrics in the wrong way in the sales conversation. Metrics are important, but they're not the whole story. They don’t necessarily solve the Positive Business Outcomes or the Required Capabilities.
Your metrics are driving the outcome, but they aren’t the only thing your buyer cares about. John Kaplan talks through some best practices for using Metrics in your sales conversation in this latest podcast. It's ten minutes. I promise it's worth your time.
