As we approach the end of 2024, many companies are in the process of setting their priorities for the new year. In today’s episode, John Kaplan talks about aligning your solution with the corporate priorities of your customers as opposed to simply a department. He discusses:
- The need to talk to those with access to discretionary funds.
- Understanding the problems that you solve and the implications of those problems.
- Questions that will reveal the initiatives the Economic Buyer prioritizes.
- Obtaining a comprehensive view of the buying organization and being able to traverse it fluidly.
- Advice on selling to the CFO.
Here are some additional resources:
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison
