Aug 25, 2020
In this episode, we’re taking a step back to cover the most frequently asked questions we get from our customers, the sellers we train, and our listeners. From warming up cold calls and building pipeline to asking trap setting discovery questions, and getting to the economic buyer, John Kaplan covers it all.
Aug 18, 2020
Proof points should tell a story of how your solutions effectively solved your customer’s problems and achieved measurable results.
Elite sellers know the story behind their proof points so they can better tie them to their live opportunities in a way that’s relevant and meaningful to their prospects. Elite sales...
Aug 11, 2020
Many sales leaders want to add MEDDICC into their sales organizations to improve sales qualification, mitigating losses and the number of deals in the pipeline that just aren’t progressing effectively.
Spoiler - just adding the tool to your sales process won’t drive results. You as a sales leader, and your sales...
Aug 4, 2020
You know that champions can be a critical component of moving your deals forward.
However, identifying them isn’t always easy.
Do you really have a champion or just a coach? If you’re a manager, how are you helping your reps find, develop, and test their champions?
In this episode, John Kaplan will cover: