Force Management

Changes in leadership commonly take place during the sales process. Although disruptive, they are an occurrence for which preparation is key. How do you ensure that new leadership recognizes the value of your solution and gets behind it? John Kaplan shares how to respond to changes in leadership depending on where you are in the sales process.Here are some additional resources:Articulating Differentiation: 5 Ways to Trap the CompetitionAligning Differentiation to Your Buyer | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.