Use voice-of-customer questions to reveal negatives

Enjoy this replay of a great episode with John Kaplan. When selling a solution, you want to align with wide-ranging corporate initiatives and not just departmental one-offs. Many reps struggle to not only identify, but also align with company-wide initiatives that buyers are navigating with inside of their organization. John Kaplan explains how to recognize a corporate buyer and align your business outcomes with their pain points and other business issues.


Here are some additional resources:

• Three Common Sales Challenges and What to Do About Them 
• How to Get Higher in Your Prospect's Organization

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.