06. Aligning With Your Buyer’s Changing Needs w/ John Kaplan

Every company needs to have alignment around the answers to the
Essential Questions: What problems do you solve? How do you solve
those problems? How do you solve them differently and/or better
than the competition? And, where have you done it before?  In
this episode, John Kaplan talks through how you can use our concept
of the Essential Questions to align with your buyer and address
your customer’s evolving challenges. He’ll cover how your
organization can provide the most value for customers by: Reframing
the essential questions based on today’s environment Achieving
internal and external alignment around the key problems your
offerings solve for your buyer's shifting challenges Preparing
sellers with these answers and ways to be purposeful in their
delivery Check out this and other episodes of The Audible-Ready
Podcast at Apple Podcasts, Spotify, or our website. Here are some
additional resources on the essential questions:  Maintain
Sales Productivity: Five Ways Your Company Can Focus Your Reps on
Selling Value Four Questions Every Sales Organization Needs to
Answer Breaking down the essential questions