In this episode, we’re taking a step back to cover the most frequently asked questions we get from our customers, the sellers we train, and our listeners. From warming up cold calls and building pipeline to asking trap setting discovery questions, and getting to the economic buyer, John Kaplan covers it all.   Here are a few key insights you’ll want to tune in to hear:   - How sellers can nail their differentiation in discovery and win against tough competition   - How to prepare for your sales calls to warm up cold opportunities   - How to use empathy in sales conversations when asking challenging (or seemingly negative) discovery questions   - How to leverage your champion to earn the approval of the economic buyer   Check out this and other episodes of The Audible-Ready Podcast at , , or our   Here are some additional resources focused on    https://apple.co/34n8Y3o https://apple.co/2YDHX8b https://apple.co/2E4HFQD https://apple.co/3hhDqQ1 https://apple.co/2BJNul4