26. Maximize the Effectiveness of Proof Points w/ John Kaplan

Proof points should tell a story of how your solutions effectively solved your customer’s problems and achieved measurable results.   Elite sellers know the story behind their proof points so they can better tie them to their live opportunities in a way that’s relevant and meaningful to their prospects. Elite sales organizations have a process for gathering these proof points so their sellers can use them to drive high-value deals forward.    In this podcast, John Kaplan walks us through:   - How to develop a process for gathering impactful proof points and who should own this role in your organization   - When and how to use proof points in the most effective way, including how to enable your champions to articulate the stories behind your proof points   - How to make proof points as relatable as possible to live opportunities and sales conversations   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources focused on proof points:    Methods to Increase Sales: Nailing Your Proof Points https://bit.ly/3kt2ZPU Successful Sales Strategies: Leverage Your Customer Testimonials https://bit.ly/2XKDDDx Metrics in Sales Conversations Podcast https://apple.co/3fV0tPb