Jun 30, 2020
Salespeople, even veteran sellers, can struggle with warming up cold sales conversations and turning LinkedIn connections into active opportunities.
An avid listener recently asked that we cover how to get into opportunities and become immediately relevant to a prospect.
In this episode, John Kaplan explains how...
Jun 23, 2020
Communication is a critical component to ensuring your teams stay focused.
For sales leaders, it can be the one thing that separates the best from the rest. If your people understand where they’re going and how they’ll get there, you are one step closer to your revenue goals.
In this episode, John...
Jun 16, 2020
Please note this episode was recorded prior to the Covid-19 Pandemic.
Front-line sales managers typically have one of the toughest jobs in the entire sales organization.
Equipping them effectively takes a concerted effort. In this podcast, John Kaplan runs through best practices for helping them be...
Jun 9, 2020
This episode is just for people who are new to a head of sales role or for those people who are looking to jump ship.
John Kaplan outlines the key areas you need to assess for your success plan, including key questions to ask around:
- The sales message
- Sales execution and qualification
- Sales planning...
Jun 2, 2020
Why do buyers use tricky tactics in negotiations?
Because they work!
In this podcast, Tim Caito shares how to best prepare yourself (and your teams) for those popular buyer tactics.
- The 4 main reasons buyer tactics work and when they originate during the process
- The key 5 tips for...