Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
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Influencing Your Customers’ Solution Requirements
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Manage episode 505305027 series 1017446
Content provided by Force Management. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Force Management or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Enjoy this episode, which was originally aired in August 2022, with John Kaplan. Solution requirements are a critical component of every deal you sell. These are things that must be in place in order for a buyer to achieve their desired outcomes, and they exist with or without your solution. In today’s episode, John Kaplan explains the importance of recognizing your customer’s solution requirements and what to do with that knowledge. You will learn how to:
Here are some additional resources:
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
…
continue reading
- Bridge the customer’s current state to their desired future state.
- Position your value in a way that influences the customer’s requirements.
- Ask great discovery questions that show your customer how your solution is needed to solve their business issues.
Here are some additional resources:
- How to Stack Customer Requirements in Your Favor
- The Missing Link Between Your Differentiation and Your Buyers
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
350 episodes
MP3•Episode home
Manage episode 505305027 series 1017446
Content provided by Force Management. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Force Management or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Enjoy this episode, which was originally aired in August 2022, with John Kaplan. Solution requirements are a critical component of every deal you sell. These are things that must be in place in order for a buyer to achieve their desired outcomes, and they exist with or without your solution. In today’s episode, John Kaplan explains the importance of recognizing your customer’s solution requirements and what to do with that knowledge. You will learn how to:
Here are some additional resources:
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
…
continue reading
- Bridge the customer’s current state to their desired future state.
- Position your value in a way that influences the customer’s requirements.
- Ask great discovery questions that show your customer how your solution is needed to solve their business issues.
Here are some additional resources:
- How to Stack Customer Requirements in Your Favor
- The Missing Link Between Your Differentiation and Your Buyers
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
350 episodes
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