Finding the Business Pain w/ John Kaplan

Attaching to a big business problem gets you access, funding and urgency. How do you find the pain and then how do you attach your solution to it?
John Kaplan covers:
- How salespeople can get credit for helping buyers solve big business problems.
- How to attach decision makers and champions to their company’s big business pains in a way that supports your success.
- How to align your differentiation to solving business pains to improve your ability to beat competition and win.
Here are some additional resources on attaching to business pains:
- Helping Buyers Reach Their Own Conclusions [Podcast]
-https://apple.co/2S7lfop
- Executing Effective Discovery [Podcast]
- https://apple.co/3xqbstD
- How to Enable Reps to Sell Higher [Podcast]
- https://apple.co/3gEgexP

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