Categories: Podcasts
Our podcasts are a great way to refresh you and your teams on selling best practices. This month’s episodes featured some short episodes on how sales leaders can maintain productivity and improve focus on the pipeline.
For your convenience we’ve summed up the episodes below. Launch them on your favorite podcast player, download, listen and tell your colleagues!
April Episodes:
Episode 5: Playing Back Your Sales Discovery Sessions
Duration: 20 min
Topic: Deals are won or lost in discovery. A major component of a successful discovery is the salesperson’s ability to articulate what they learned back to the customer. We call this the “What We Hear” conversation. In this podcast we explain how recapping your sales conversation can be a powerful way to qualify and move an opportunity forward.
Sneak Peak:
Episode 6: Aligning With Your Buyer’s Changing Needs
Duration: 7 min
Topic: In this episode, John Kaplan talks through the importance of reframing your buyer message for what’s happening right now. He covers how your organization can achieve alignment around the key problems your offerings solve for your buyer's shifting challenges and how this messaging allows your reps to earn high-value deals at close.
Sneak Peak:
Episode 7: Special Episode, The Uncommon Story
Duration: 12 min
Topic:In this episode, John Kaplan tells his own story of a time when he had to decide what it meant to be uncommon. The story has been told in many of our trainings and we’re excited to have it in a podcast that you can share with your team and colleagues.
Episode 8: Being Elite: 3 Lessons Learned as a Revenue Leader
Duration: 9 min
Topic: Elite athletes, leaders and executives are the best at what they do because they never stop working on their craft. In this episode, John Kaplan explains the mantra he follows to improve his craft as a sales leader and business founder. He also shares a story on the one new hire that became an example of what not to do as a sales leader ...
Sneak Peak:
Episode 9: How to Make Sure a Bad Quarter Doesn’t Repeat Itself
Duration: 9 min
Topic:In this podcast, John Kaplan talks through the key areas to assess in your own organization after a less-than-stellar quarter. He’ll go over what sales leaders should avoid doing in these situations and what they can do to improve accountability, while creating a cadence to manage for success.
*Note: This episode was recorded prior to the Covid-19 Pandemic. John’s advice is still applicable, but please understand we did not have the current context when recording.
Sneak Peak:
Episode 10: Testing Champions
Duration: 11 min
Topic: Champions must be able to articulate the value of your solutions to their executive team, are your salespeople certain this is the case? In this episode, John Kaplans covers the key ways to test your champions to ensure both parties are equipped for success. He’ll also explain how salespeople can look for gaps in your champions' influence in their company to ensure their deals are secure.
Sneak Peak:
Never miss an episode
We publish new episodes every week. Download, listen and share them with your teams. If there's a topic you want us to cover, email us. You can subscribe to our podcast on all the major streaming platforms.
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