Shifting to Bigger Sales & More Decision Makers w/ John Kaplan

Making the shift from selling smaller deals to enterprise solutions
that require multiple decision-makers is a common career
progression path. This change may require you to change your
selling approach. John Kaplan talks through specific things you
want to pay attention to if you’re making this shift in your
career. He covers:

- How to identify economic buyers in a complex account and leverage
them to progress your deals faster and at a higher value

- A successful process for working with an economic buyer early on
in the deal and during the deal to capture information that leads
to better outcomes

- How to keep economic buyers engaged after the deal closes to open
up new opportunities for cross-sells, up-sells, and proof
points

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

Here are some additional resources on shifting to bigger
sales

- Lessons from a Sales Veteran Podcast
http://apple.co/3nHKpES
- Champions vs Coaches Podcast
http://apple.co/3hhDqQ1
- Why Your Sales Reps Struggle with Metrics (The “M” and “W”
blog)
http://bit.ly/2ZQFYOM