John Kaplan

John McMahon and John Kaplan delve into champion building in B2B sales, stressing early identification, relationship development, trust building, and value provision. They distinguish between coaches and champions, emphasize the need for authority and influence, and discuss educating champions and aligning them with critical business issues. The conversation also touches on adding value throughout the sales cycle, measuring accomplishment, and setting clear criteria to prevent competition from changing the rules.

Learn how to transition from a sales rep to a sales manager, focusing on communication, preparation, and essential managerial qualities. Explore the importance of coaching skills, expressing your desire for a managerial role, and prioritizing your team's needs. Gain insights on effective communication, feedback provision, and conflict resolution for successful leadership in sales.

John Kaplan, a seasoned sales expert, dives into the nuances of selling to experienced professionals. He discusses how new sales representatives can overcome intimidation by focusing on buyer needs and challenges. Kaplan highlights the importance of understanding problems rather than just product knowledge to build confidence. He also shares the power of proof points to foster trust and offers strategies for empowering teams through effective knowledge sharing. With practical insights, this conversation equips sellers to engage successfully with seasoned buyers.

Sales expert John Kaplan discusses the importance of two-sided discovery in sales conversations, emphasizing the need to meet customers where they are. Key topics include on-ramps to customer conversations, filling three buckets in every conversation, and observing customer engagement levels. The episode highlights the value of effective discovery for both salespeople and customers.

John Kaplan, a sales leader at Force Management, shares valuable insights for sales professionals navigating common challenges. He addresses how to engage reluctant customers and encourages the use of authenticity to build trust. Kaplan highlights techniques for overcoming gatekeepers and emphasizes the importance of a structured discovery process. He discusses measuring sales excellence through feedback and strategic questioning, providing practical advice to enhance client relationships and drive successful engagements.

John Kaplan, an expert in overcoming competitors in deals, discusses approaching accounts with embedded competition, honest discovery processes, strategic discounts, building champions in competitive accounts for an edge. Topics include navigating challenges, effective outreach strategies, competitive pricing strategies, enhancing relationships with champions, and strategic approaches to pursuing competitive accounts and new logos.

John Kaplan shares insights on asking pertinent discovery questions in sales. Topics include preparing for discovery sessions, earning the right to ask deep questions, aligning differentiation with the buyer, and wrapping up sales calls effectively.

John Kaplan, a B2B sales expert, shares valuable insights on multi-threaded selling, which encourages salespeople to engage multiple departments for a successful close. He discusses the importance of fostering emotional connections and understanding customer needs to elevate sales conversations. Kaplan also highlights strategies for effective interdepartmental communication, emphasizing empathy in discussions, particularly with finance. Overall, the conversation focuses on expanding the sales approach beyond a single contact, ensuring a comprehensive understanding of the issues at hand.

John Kaplan, an expert in sales discovery and processes, shares invaluable insights on effective questioning techniques to unlock customer needs. He emphasizes the importance of thoughtful questions like, "Can you walk me through your current process?" and discusses how to engage clients meaningfully. Kaplan also explores the link between business pain and financial impacts, helping sales professionals create urgency and drive decision-making. This conversation is a treasure trove for anyone looking to enhance their sales strategy.

John Kaplan, an expert in sales qualification, shares his insights on how to control deals effectively. He emphasizes the need for proactive selling techniques, like the MEDDICC framework, to navigate unexpected changes and new competitors. Kaplan discusses the importance of understanding buyer needs and staying adaptable, comparing preparation in sales to sports strategy. He highlights how continuous qualification and strong relationships help maintain control, ensuring deals progress with urgency.