Defining metrics demands company alignment. Getting buyers to map to and define how they’ll measure success as it relates to your solution isn’t always easy. People may hesitate when it comes to being measured. 
John Kaplan discusses the role both companies and their salespeople play in ensuring their solutions get the credit they deserve for driving significant customer outcomes.
Here are some additional resources:
Navigating the Decision Process With Multiple Buyers [Podcast] 
The Decision Process: Everything You Need to Know to Sell More 
Why You’re Struggling With Metrics in the Sales Conversation  


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.