26. Maximize the Effectiveness of Proof Points w/ John Kaplan

Proof points should tell a story of how your solutions effectively
solved your customer’s problems and achieved measurable results.
  Elite sellers know the story behind their proof points so
they can better tie them to their live opportunities in a way
that’s relevant and meaningful to their prospects. Elite sales
organizations have a process for gathering these proof points so
their sellers can use them to drive high-value deals forward. 
  In this podcast, John Kaplan walks us through:   - How
to develop a process for gathering impactful proof points and who
should own this role in your organization   - When and how to
use proof points in the most effective way, including how to enable
your champions to articulate the stories behind your proof points
  - How to make proof points as relatable as possible to live
opportunities and sales conversations   Check out this and
other episodes of The Audible-Ready Podcast at Apple Podcasts,
Spotify, or our website.   Here are some additional resources
focused on proof points:    Methods to Increase Sales:
Nailing Your Proof Points https://bit.ly/3kt2ZPU Successful Sales
Strategies: Leverage Your Customer Testimonials
https://bit.ly/2XKDDDx Metrics in Sales Conversations Podcast
https://apple.co/3fV0tPb