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Reps like you are always looking for ways to break into a new account. Trying to get into a new account can be stressful for many, but in today’s episode, John Kaplan shares valuable insight about how to do so with confidence. He speaks in-depth about:

Common mistakes sellers make when pursuing new accounts.
The need to question the “why” and “who” when it comes to a prospective company.
Using the three Ps—Purpose, Process and Payoff—to persuade the prospect.
The value of building your referral network.
Here are some additional resources:
Your Most Critical Accounts: 4 Questions to Ask 
Develop Proof Points That Make an Impact
Building Your Referral Network | Podcast
Building up Your Referral Business | Ascender


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