Communicating Customer Needs Internally
Update: 2025-06-03
Description
Today, Tim Caito joins Rachel to discuss how to communicate the needs of the customer internally, centering the conversation around three high-level concepts: the external sale, the internal sale, and achieving an ideal outcome using two-way guidance. In the course of the episode, he shares best practices on gathering necessary customer and internal requirements, finding the right balance between the customer’s view of a great outcome and that of your company, aligning with the customer’s Decision Criteria, and overcoming common internal bottlenecks.
Here are some additional resources:
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
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Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- Aligning Sales Planning and Execution Disciplines | Ascender Course
- Creating a Political Advantage | Ascender Course
- Executing Your Discovery Strategy | Ascender Course
- Negotiation Foundation & Mindset | Ascender Course
- Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article
- Aligning to Win | Ascender Article
- Hesitant Buyers? Aligning Your Solution to Corporate Initiatives | Ascender Article
- Our Best Content on Decision Criteria | Ascender Article
- Enabling the Internal Sell | Podcast
- Navigating Anchors and Trades in Sales Negotiation | Podcast
- Aligning with Corporate Initiatives | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
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