Force Management

In today’s special episode for those selling to government agencies, John Boney joins Rachel to discuss how to respond and adapt to changing federal priorities in the current landscape. He explores the concept of “value drivers” and explains how reps can uncover them with effective, mission-oriented questions. John also talks about the need to align with the client’s procurement process, focus on ROI for the agency in question, build a stakeholder map that allows you to adapt your narrative for the value lens of every stakeholder, and manage the often-overlooked post-award delivery phase.Here are some additional resources:Get MEDDICC Certified on Ascender!Deepen Your Discovery | Ascender CourseChanging Your Approach with Procurement | Ascender CourseRemember These Key Steps to a Value-Based Sales Conversation | Ascender ArticleFour Questions to Ask About Your Most Critical Accounts | Ascender ArticleKeeping the Focus on Value | PodcastHow to Uncover Buyer Needs | PodcastAligning Sales Strategies with DOGE Pri