The Audible-Ready Sales Podcast
Talking to Other Departments
Mar 11, 2025
John Kaplan, a B2B sales expert, shares valuable insights on multi-threaded selling, which encourages salespeople to engage multiple departments for a successful close. He discusses the importance of fostering emotional connections and understanding customer needs to elevate sales conversations. Kaplan also highlights strategies for effective interdepartmental communication, emphasizing empathy in discussions, particularly with finance. Overall, the conversation focuses on expanding the sales approach beyond a single contact, ensuring a comprehensive understanding of the issues at hand.
13:14
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Quick takeaways
- Successfully engaging multiple departments hinges on framing discussions around business outcomes rather than just technical issues, fostering collaboration and solution-oriented mindsets.
- Proactively involving financial stakeholders in the sales process by emphasizing measurement and understanding their priorities enhances collaboration and alleviates decision-making complexities.
Deep dives
Engaging Other Departments for Success
Connecting departmental initiatives to overall corporate goals is essential for improving collaboration and enhancing sales effectiveness. By broadening the focus from technical problems to business outcomes, sales professionals can engage various departments more effectively. This approach encourages sellers to understand the larger implications of their offerings and to identify other stakeholders impacted by a given issue. Such strategic conversations not only facilitate introductions to other departments but also foster a more holistic view of problem-solving within the organization.
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