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How to Quantify Business Pain Without Feeling Salesy | Meredith Chandler | Ep. 308 (Sell)

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Manage episode 482433128 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.

Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc

Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass.

🎙 ACTIONABLE TAKEAWAYS:

  • Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving
  • Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged
  • Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect
  • Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively

MEREDITH’S PATH TO PRESIDENT’S CLUB:

  • Head of Sales @ Aligned
  • Head of Sales @ pclub
  • Sales Director @ CaptivateIQ
  • Head of Enterprise Sales @ SPIFF

RESOURCES DISCUSSED:

  continue reading

479 episodes

Artwork
iconShare
 
Manage episode 482433128 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.

Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc

Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass.

🎙 ACTIONABLE TAKEAWAYS:

  • Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving
  • Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged
  • Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect
  • Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively

MEREDITH’S PATH TO PRESIDENT’S CLUB:

  • Head of Sales @ Aligned
  • Head of Sales @ pclub
  • Sales Director @ CaptivateIQ
  • Head of Enterprise Sales @ SPIFF

RESOURCES DISCUSSED:

  continue reading

479 episodes

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