Backing Up Your Deals

Ever advance a deal too quickly, only to find out you need to back
up the sales process? John Kaplan joins us to discuss how to step
back and work with your customer to ensure you’ve got all of the
information you need to reassess and progress your deal. He walks
through examples of how to back up your deals and get your customer
to demand your help with solving an urgent business problem.
Here are some additional resources on sales planning:
Reassess Your Deals 
Helping Buyers Reach Their Own Conclusions 
How to Ensure You're Audible-Ready in Your B2B Sales
Conversations 
How to Ask the Right Questions in Your Sales
Conversation  


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