The Audible-Ready Sales Podcast Five Areas Where You Need Consistency
May 28, 2024
John Kaplan, sales leader and revenue execution expert who coaches sellers on pipeline, discovery, and qualification. He talks about making pipeline generation a routine. He highlights building and nurturing relationships with regular outreach. He urges staying longer in discovery and qualifying early with MEDDIC. He warns against excuses and stresses committing to consistent habits.
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Make Pipeline Generation A Daily Process
- Treat pipeline generation as a repeatable process you schedule daily, not a one-off event.
- Use focused call sheets with your target companies and three Ps (purpose, payoff, what's in it for them) and role-play them each morning.
Do Prep With AI To Avoid Obvious Questions
- Prepare for outreach using available intelligence so you never ask questions you could have answered beforehand.
- John Kaplan uses AI tools like Copilot to reduce prep from hours to minutes and expects reps to know what's in print about prospects.
Nurture Relationships Before You Need Them
- Build and nurture relationships when you don't need something to avoid being the 'air quotes' friend who only calls for favors.
- Maintain a weekly list of people to check in with and share useful information or care, not asks.