In this episode, we’re taking a step back to cover the most frequently asked questions we get from our customers, the sellers we train, and our listeners. From warming up cold calls and building pipeline to asking trap setting discovery questions, and getting to the economic buyer, John Kaplan covers it all.   Here are a few key insights you’ll want to tune in to hear:   - How sellers can nail their differentiation in discovery and win against tough competition   - How to prepare for your sales calls to warm up cold opportunities   - How to use empathy in sales conversations when asking challenging (or seemingly negative) discovery questions   - How to leverage your champion to earn the approval of the economic buyer   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    - Getting into an Opportunity Podcast https://apple.co/34n8Y3o - Approaching Your Sales Conversations with Empathy Podcast https://apple.co/2YDHX8b - Playing Back Sales Discovery Sessions Podcast https://apple.co/2E4HFQD - Coaches vs. Champions Podcast https://apple.co/3hhDqQ1 - How to Test Your Champions Podcast https://apple.co/2BJNul4