Action Steps When You Inherit Accounts

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One common scenario that all sellers are likely to face,
especially when joining a new company, is inheriting others’
accounts. In some cases, you’ll follow someone who did a stellar
job, and other times, you’ll have to pick up the pieces of someone
not as successful. Both circumstances pose their own set of unique
challenges. John Kaplan shares insights about how to approach
joining a new account. He gives advice about:

The first steps to take after inheriting an account.

The need to be audible-ready to speak to the people already
in the account you’re inheriting.

How to begin developing the relationships you need within the
account.

What to do when faced with skepticism or hostility from the
customer upon your entrance into the account.


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How to Ensure You're Audible-Ready in Your B2B Sales
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Selling to Hesitant Customers | Podcast

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