The Audible-Ready Sales Podcast Talking to Other Departments
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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.
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Connecting Technical Problems to Business Outcomes
- To engage other departments effectively, connect the technical problem you're addressing to its broader business impact.
- This helps shift the focus from technical details to business outcomes, naturally involving other departments.
Thinking Bigger
- Encourage customers to think bigger about the problem's impact and potential solutions.
- Connect technical pain points to business outcomes and identify stakeholders who care about the impact.
Empathetic Approach
- When approaching other departments, acknowledge their busy schedules and express your intent to avoid disrupting their work.
- This empathetic approach can open doors for collaboration and uncovering their needs.