The Audible-Ready Sales Podcast Action Steps When You Inherit Accounts
Jan 3, 2023
John Kaplan, founder and seasoned B2B sales leader, shares practical tactics for taking over existing accounts. He explains how to prepare and research before meeting, build credibility by showing knowledge, and create a customer-focused operating rhythm. He covers asking vulnerability-driven questions, handling skepticism with listening and accountability, and winning trust through fast follow-up and easy wins.
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Do Homework Before Your First Meeting
- Do prepare thoroughly before your first call with an inherited account.
- Talk to the previous seller, product owners, pre-sales, or customer success to build an educated point of view before meeting the customer.
Vendor Asked If I Could Reach The Founder
- Rachel Klepp-Miller shared a vendor call where the seller asked if she had access to founder John Kaplan, revealing they hadn't done basic research.
- The moment exposed poor preparation and damaged credibility instantly.
VP Demanded The New Rep Explain What They Knew
- John Kaplan recalled a telecom VP asking a new seller to start by explaining what they'd learned about the company.
- The question exposed whether the seller had transferred knowledge and forced the rep to be audible ready on day one.