Shifting to Bigger Sales & More Decision Makers w/ John Kaplan

Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. This change may require you to change your selling approach. John Kaplan talks through specific things you want to pay attention to if you’re making this shift in your career. He covers:

- How to identify economic buyers in a complex account and leverage them to progress your deals faster and at a higher value

- A successful process for working with an economic buyer early on in the deal and during the deal to capture information that leads to better outcomes

- How to keep economic buyers engaged after the deal closes to open up new opportunities for cross-sells, up-sells, and proof points

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

Here are some additional resources on shifting to bigger sales

- Lessons from a Sales Veteran Podcast
http://apple.co/3nHKpES
- Champions vs Coaches Podcast
http://apple.co/3hhDqQ1
- Why Your Sales Reps Struggle with Metrics (The “M” and “W” blog)
http://bit.ly/2ZQFYOM