Introduction

Some of you have some big sales goals as we start out the new year – those big whale accounts you’d like to attack. John Kaplan joins us on this episode to give you some motivation to go after accounts with incumbents. He covers:

• How to target the right accounts.
• Using your differentiation to position yourself
• How to use your proof points to tackle incumbent opportunities.

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