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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
- https://bit.ly/3G3mhIr
Selling to Hesitant Customers | Podcast
- https://apple.co/3G1hTKa

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Action Steps When You Inherit Accounts

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