Moving Up and Down in Organizations

Enjoy this replay of a great episode with John Kaplan. Discover the mantra you can use to successfully navigate opportunities that require you to move up and down in organizations. Hear John Kaplan’s tips for continually building a business case that maps the technical capabilities of your solution to the required capabilities for different decision makers in an organization. He explains what the mantra is, how you can build it through customer conversations, and leverage it to get champions to sell on your behalf.


Here are some additional resources

• Align with the Buying Process: The Power of the Mantra
• Why You’re Struggling With Metrics in the Sales Conversation
• Navigating the Decision Process With Multiple Buyers [Podcast]

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