Action Steps When You Inherit Accounts
Jan 3, 2023 ·
15m 44s
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...
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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.
Check out the platform here: https://my.ascender.co/Ascender/
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:
Here are some additional resources:
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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Check out the platform here: https://my.ascender.co/Ascender/
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/PlanComparison
- How to Ensure You're Audible-Ready in Your B2B Sales Conversations
- Selling to Hesitant Customers | Podcast
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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