Force Management

Enjoy this replay of a great episode with John Kaplan. One common scenario that all sellers are likely to face, especially when joining a new company, is inheriting others’ accounts. In some cases, you’ll follow someone who did a stellar job, and other times, you’ll have to pick up the pieces of someone not as successful. Both circumstances pose their own set of unique challenges. John Kaplan shares insights about how to approach joining a new account. He gives advice about:The first steps to take after inheriting an account.The need to be audible-ready to speak to the people already in the account you’re inheriting.How to begin developing the relationships you need within the account.What to do when faced with skepticism or hostility from the customer upon your entrance into the account.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonHow to Ensure You're Audible-Ready in Your B2B Sales Conversationshttps://bit.ly/3G3mhIrSelling to Hesitant Customers | P