The Audible-Ready Sales Podcast Why You Aren’t Winning
Aug 27, 2024
In this engaging discussion, John Kaplan, a seasoned sales practitioner and advisor, shares valuable insights for sellers facing challenging times. He emphasizes the importance of connecting business issues with measurable impacts and identifying key players in the sales process. Kaplan urges early qualification of deals while maintaining value throughout. By sharing daily checks for belief and pipeline management, he encourages sellers to take control of their outcomes and rebound from setbacks. This practical advice is a must-listen for any sales professional!
AI Snips
Chapters
Transcript
Episode notes
Tie Technical Pain To Business Impact
- Attach every sales conversation to a clear business issue before pitching solutions.
- Connect technical pain directly to measurable business impact early and often.
Mentor's Rule: No Business Issue, No Business
- John Kaplan recalls a mentor who drilled in the phrase: "no business issue, no business."
- He uses it to remind sellers to stand between technical pain and business impact every day.
Validate Who's Driving The Deal
- Identify and validate your champion, coach, and economic buyer explicitly in every deal.
- Develop and test champions for power, influence, active advocacy, and personal stake.