Breaking Into New Accounts
Oct 11, 2022•18 min
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Episode description
Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.
Join our Founders Circle here: https://www.ascender.co/
Reps like you are always looking for ways to break into a new account. Trying to get into a new account can be stressful for many, but in today’s episode, John Kaplan shares valuable insight about how to do so with confidence. He speaks in-depth about:
Common mistakes sellers make when pursuing new accounts.
The need to question the “why” and “who” when it comes to a prospective company.
Using the three Ps—Purpose, Process and Payoff—to persuade the prospect.
The value of building your referral network.
Here are some additional resources:
Your Most Critical Accounts: 4 Questions to Ask
Develop Proof Points That Make an Impact
Building Your Referral Network | Podcast
Building up Your Referral Business | Ascender
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify , or our website.
Join our Founders Circle here: https://www.ascender.co/
Reps like you are always looking for ways to break into a new account. Trying to get into a new account can be stressful for many, but in today’s episode, John Kaplan shares valuable insight about how to do so with confidence. He speaks in-depth about:
Common mistakes sellers make when pursuing new accounts.
The need to question the “why” and “who” when it comes to a prospective company.
Using the three Ps—Purpose, Process and Payoff—to persuade the prospect.
The value of building your referral network.
Here are some additional resources:
Your Most Critical Accounts: 4 Questions to Ask
Develop Proof Points That Make an Impact
Building Your Referral Network | Podcast
Building up Your Referral Business | Ascender
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify , or our website.
For the best experience, listen in Metacast app for iOS or Android