The Audible-Ready Sales Podcast The Single Selling Motion
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Sep 10, 2024 Join John Kaplan, a sales expert, as he unveils the art of integrating various sales tools into a coherent strategy. He emphasizes the need for an outside-in approach, focusing on understanding buyer needs first. Kaplan shares insights on three essential information buckets during discovery and uses a golf analogy to illustrate the selling process. Discover how aligning sales conversations with the buyer's journey can enhance effectiveness and why mastering diverse tools is crucial for engaging customers successfully.
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Simplify Your Sales Motion
- Simplify your sales motion despite having many tools and processes.
- Use each tool fluidly to benefit yourself and the buyer without piling on complexity.
Outside-In Selling & Discovery
- Sales should start "outside-in" focusing on buyer needs before your solution.
- Discovery fills three buckets: positive business outcomes, required capabilities, and metrics.
Delivering The Mantra Sales Motion
- Deliver your sales message showing how you meet required capabilities, differentiate, and prove success.
- This delivery complements discovery to complete a seamless selling motion called the mantra.