John Kaplan

Sales leader and revenue-driving executive. He discusses the need for reps to grasp the foundational steps of pipeline generation and how AI can refine their approach.

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May 6, 2025 • 32min

When AI Isn't Enough: Getting an Opportunity

John Kaplan, a seasoned sales leader and revenue-driving executive, shares crucial insights on pipeline generation. He emphasizes the importance of mastering foundational sales skills before leveraging AI tools. Kaplan explores how effective communication can enhance outreach, advocating for a deeper understanding of customers. He discusses the timing of referral requests post-sale and highlights selling experiences over mere products to build lasting client relationships. Kaplan's expertise illuminates how preparation and strategy refine the sales process.

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