The Audible-Ready Sales Podcast Prepping Others for Your Sales Calls
Oct 28, 2025
Join sales leader and coach John Kaplan as he shares insights on how to effectively prepare your team for sales calls. He discusses the importance of clarity in roles and the need for fluency on deal information. Learn how to define clear objectives for each call and the key pitfalls to avoid when prepping others. John emphasizes the value of debriefs after meetings for continual improvement, ensuring everyone is aligned and focused on success. Don't miss these practical tips for elevating your sales conversations!
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Coach's Metaphor For Preparedness
- John recalls a coach saying the difference between stress and pressure is preparedness.
- He compares pressure to a comforting weighted blanket and stress to something brutal.
Make Others Fluent On The Deal
- Be fluent about deal status and gaps so others can add real value on a call.
- Frame information using current state, negative consequences, desired outcomes, and timelines.
Set One Clear Call Goal
- Define a clear goal for every call and avoid trying to do too much in one meeting.
- Ask the customer "what's a great outcome for you on the call?" and align your internal goal to that.