Mar 31, 2020
Deals are won or lost in discovery.
A key part to successful discovery is the salesperson’s ability to articulate what they learned in discovery back to the customer. We call it playing back “What We Heard”.
In this podcast, John Kaplan runs through best practices for using this information to your advantage,...
Mar 17, 2020
NOTE: This episode was recorded last month, prior to the Coronavirus shut down. Although the episode provides some good tips that apply to the situation many of us find ourselves in now, please listen with the understanding that Brian's comments were recorded without the current context.
There’s not a sales leader...
Mar 10, 2020
Even the most veteran sales reps can fall victim to lazy sales practices when they’re selling to someone they know.
We think we can skip steps or cut corners in our sales process. These opportunities can fool us into thinking they’re a sure thing.
In this episode, John Kaplan breaks down key triggers to watch out...
Mar 3, 2020
We’ve all been frustrated by a pipeline full of slow-moving deals. The cause typically goes back to a few key areas where we as salespeople or sales coaches lacked focus. It goes back to basic sales fundamentals, but they’re things even veteran salespeople need to remember.
In this podcast, John Kaplan breaks down...