There is an abundance of tools and processes available to reps today, but it is incumbent on each seller to incorporate them into a cohesive strategy. In this episode, John Kaplan explains how to successfully pull these tools into a swift selling motion. Topics under discussion include:
- Selling with an outside-in approach.
- The three buckets of information to fill during discovery.
- A golf takeaway and downswing analogy.
- Fitting the selling motion into a sales process.
Here are some additional resources:
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