22. 3 Things You Need In Every Deal w/ John Kaplan

Moving opportunities forward and maintaining a healthy pipeline in
this environment — are two critical areas sales organizations are
struggling with right now.   In this episode John Kaplan talks
through the three things you need in every deal, minimizing no
decisions, discounts and other risks to their pipelines. He’ll
discuss:   - How to determine your PBOS, Required Capabilities
and Metrics   - How to change a deal at risk into a high-value
opportunity   - What’s needed for salespeople to become more
relevant to their buyers right now   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 PBOS, required capabilities and metrics:    -
Predicting No Decisions On-Demand Webinar https://bit.ly/2D0dxFa -
How to Ask the Right Questions in Your Sales Conversation
https://bit.ly/2E8TRiS - 6 Questions That Will Help Your Sales Team
Produce More Revenue https://bit.ly/32MuH3I - Why Sales Reps
Struggle with Metrics in the Sales Conversation
https://bit.ly/2ZQFYOM