The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives who share insights on sales effectiveness to increase revenue, improve margins, and gain market share. Presented by Force Management, the podcast covers topics like sales leadership, transformation, performance, and enterprise sales.
Episodes
How to Handle the Not Right Now Objection
As the year winds down, many sales professionals hear the dreaded phrase: “Not right now.” But what does that really mean? Is it truly a timing issue, or something deeper? In this episode, Rachel Clapp Miller sits down with Antonella O’Day to unpack the real reasons behind this common objection and share actionable strategies to keep deals warm without being pushy.Antonella explains why “not right
The End of the Year mindset with John Boney
As the year winds down and Q4 ramps up, sales professionals face the pressure of closing strong. In this episode, Rachel sits down with John Boney to discuss how sellers can maintain focus, prioritize effectively, and execute with clarity and discipline during the final stretch of the year.Whether you're managing stretch deals, navigating procurement hurdles, or trying to re-engage quiet accounts,
Owning Your Success
Enjoy this replay of a great episode with John Kaplan, who explains the importance of owning your success and shares tips on how to put yourself in a position to succeed as a sales rep.Plus, as promised, here is the definition of a floppy disk for our younger listeners: a thin plastic disk coated with magnetic material on which data for a computer can be stored (Merriam-Webster).If you have any id
Prepping Others for Your Sales Calls
Enjoy this replay of a great episode with John Kaplan. Preparing for your deal is critical. Preparing others for your sales call has equal impacts on your success. If you want someone to join you on a call (product engineer, manager, etc.), you have to be able to provide them with fluency about the deal and clarity on their role in the conversation. John Kaplan covers what information you need to
Moving Up and Down in Organizations
Enjoy this replay of a great episode with John Kaplan. Discover the mantra you can use to successfully navigate opportunities that require you to move up and down in organizations. Hear John Kaplan’s tips for continually building a business case that maps the technical capabilities of your solution to the required capabilities for different decision makers in an organization. He explains what the
Go High, Go Low – Adjusting Your Sales Conversation
Enjoy this replay of a great episode with John Kaplan. As a seller, you need to communicate effectively with people throughout an organization - both on the economic and technical levels. That means adjusting your sales conversation to what’s relevant to the individual in front of you. In this episode, John Kaplan shares insights that will allow you to swiftly adapt to any type of sales conversati
Selling in a New Category
Enjoy this replay of a great episode with Brian Walsh. If you’re selling a new technology, it may be difficult to align to a pain point. How do you align to pain the customer doesn’t even know they have? Many AI startups have this challenge. How do you get the customer to see a new way of doing old things? In this episode, Brian Walsh breaks down ways you can think about your sales conversation so
Building an Accountable Culture
Becoming elite as a sales organization demands a culture of accountability. A great sales planning process combined with a voracious qualification process builds an ecosystem of accountability across large-scale sales organizations. John Kaplan shares what these companies implement to foster a culture of accountability, detailing key steps for leaders and reps to take. Here are some additional res
Tips for Managing Your Time
In today’s episode, John Boney joins Rachel to share his best advice on time management as a sales rep. He highlights the importance of operating with a mindset of ownership over your territory, discusses the calendar management habits of elite sellers, explains how to balance current deals with pipeline generation, and urges reps to sell proactively rather than reactively. He also advises manager
Action Steps When You Inherit Accounts
Enjoy this replay of a great episode with John Kaplan. One common scenario that all sellers are likely to face, especially when joining a new company, is inheriting others’ accounts. In some cases, you’ll follow someone who did a stellar job, and other times, you’ll have to pick up the pieces of someone not as successful. Both circumstances pose their own set of unique challenges. John Kaplan shar
Influencing Your Customers’ Solution Requirements
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 requirement
What to Do When You Lose
In this episode, John Kaplan joins Rachel to talk about bouncing back from losses as a seller. For reps, he sheds light on the key factors to reflect upon after losing, the importance of maintaining transparency with management in order to get appropriate feedback, the decisive benefits of early qualification, and applying the lessons learned from a loss to succeed in similar accounts. John also a
Building Purposeful Pipeline
Today, John Kaplan joins Rachel to explore the many elements involved in building a healthy pipeline, and doing so in a purposeful manner. He talks about prioritizing strategy during pipeline generation as opposed to merely chasing a number, pinpointing an Ideal Customer Profile, articulating your value by tying technical requirements to business outcomes, and the art and skill of getting the cust
Elevating Your Sales Conversations Consistently
For today’s episode, Tim Caito joins Rachel to share his insights on what reps can do to consistently elevate their sales conversations and get higher in organizations. Tim talks about recognizing the giveaways that you are too low in a company, prioritizing influence over org charts, keeping track of shifting priorities over the course of a deal, preparing in advance for successful sales calls, a
Moving a Buyer from Interest to Intent
In this episode, Antonella O’Day joins Rachel to discuss best practices on managing the transition of prospects from initial interest to buying intent. Over the course of the conversation, Antonella touches on the need for sellers to approach early sales calls with a mindset of curiosity, shares strategies for testing a prospect’s intent in order to qualify deals early on, advises reps to make use
Be A Better Sales Coach with Value-Based Techniques
In this episode, John Boney and Rachel speak about the need for sales leaders to coach based on value. They explore ways in which leaders can endeavor to make every conversation with reps an opportunity to drive growth, not just hit a number. You’ll learn how to ask questions that uncover your reps’ motivations and struggles, differentiate solving and coaching, and lead in a way that builds trust
When to Back Up Your Deal
In this episode, Rachel and John dive into a critical moment every seller faces: recognizing when it's time to pause, reassess, and reset a deal. They explore how to identify red flags, reframe conversations, and re-engage buyers without losing credibility.Visit these other episodes for more on this topic.Go High, Go Low – Adjusting Your Sales ConversationLearn how to shift your conversation up or
Selling to the Government in Today’s Environment
In today’s special episode for those selling to government agencies, John Boney joins Rachel to discuss how to respond and adapt to changing federal priorities in the current landscape. He explores the concept of “value drivers” and explains how reps can uncover them with effective, mission-oriented questions. John also talks about the need to align with the client’s procurement process, focus on
Handling New Product Launches
Today, Brian Walsh joins Rachel to talk about the mindset sellers need to have when their company launches a new product. He walks through key considerations for reps to weigh during the enablement process, such as figuring out what problems the product solves and the outcomes it can drive, determining your ideal customer profile, staying honest to avoid overpromising, and discussing technical fea
What Elite Sellers Do
In today’s episode, John Kaplan joins Rachel to talk about the steps necessary to be an elite seller. He goes through and explains the habits and behaviors consistently exhibited by the most elite reps, including disciplined and intentional execution, preparing insightful questions to aid discovery, shifting the conversation from their own solution to the customer’s business pain, and influencing
The Mindset You Need When You’re New to Sales
Today, Force Management facilitator Jim “Pouli” Pouliopoulos joins Rachel to talk about finding the right mindset as a new sales rep. He advises prioritizing process over outcome when starting out, maintaining a growth mindset, and staying focused on trying to help prospects personally and professionally. Pouli also shares tips on overcoming common struggles faced by new sellers, such as a lack of
Competing initiatives: Moving Your Deal Forward
Enjoy this replay of a great episode with John Kaplan. Sellers often hear from prospective customers that they have too much going on and thereby cannot take on a solution. When you’ve got numbers to hit, how do you get a prospect to prioritize your solution over the other initiatives they are considering? John Kaplan joins us to share how best to align your solution with the business issues that
Questions to Ask About Your Deal
Today, Antonella O’Day joins Rachel to discuss questions that reps can ask themselves to maximize their ability to qualify deals. These questions, among other benefits, will provide reps with clarity on whether you understand the customer’s business problem, whether the customer understands your solution’s differentiation, and how best to make use of your Champion in the qualification process.Here
Differentiation
Enjoy this replay of a great episode with John Kaplan. There’s not a salesperson out there who doesn’t want more wins and bigger deals. The most elite salespeople are strategic about how they align their solution’s differentiation to their buyer’s needs and as a result, they’re able to win more, high-value accounts. John Kaplan shares, where most reps are challenged when it comes to differentiatin
Communicating Customer Needs Internally
Today, Tim Caito joins Rachel to discuss how to communicate the needs of the customer internally, centering the conversation around three high-level concepts: the external sale, the internal sale, and achieving an ideal outcome using two-way guidance. In the course of the episode, he shares best practices on gathering necessary customer and internal requirements, finding the right balance between
Driving Urgency in the Deal
When it comes to rejuvenating stalled deals, urgency is the factor that moves the needle. Today, John Kaplan joins Rachel to talk about driving urgency in deals, discussing the use of discovery to uncover and attach to the customer’s biggest business issues, getting them emotionally connected to solving those issues, and subsequently articulating your value and comparative differentiation.Here are
Building Rapport in Your Sales Process
In today’s episode, Brian Walsh joins Rachel to discuss building rapport with prospective customers. Brian covers the true meaning of rapport and how it applies to client conversations, as well as the right mindset for sellers to take into their early conversations with prospects, the importance of active listening as a way to gain trust, and determining the right time to deploy tactics such as st
Aligning with Corporate Initiatives
Enjoy this replay of a great episode with John Kaplan. When selling a solution, you want to align with wide-ranging corporate initiatives and not just departmental one-offs. Many reps struggle to not only identify, but also align with company-wide initiatives that buyers are navigating with inside of their organization. John Kaplan explains how to recognize a corporate buyer and align your busines
When AI Isn't Enough: Getting an Opportunity
A robust pipeline is key to maintaining a steady flow of prospects and keeping track of the progress of each toward closing. With the current proliferation of AI tools on the market, sellers are better equipped than ever to tailor their prospecting approach to the unique concerns of each individual lead. Still, regardless of the technology, the fundamentals remain unchanged. Today, John Kaplan joi
Prepping Others for Your Sales Calls
Enjoy this replay of a great episode with John Kaplan. Preparing for your deal is critical. Preparing others for your sales call has equal impacts on your success. If you want someone to join you on a call (product engineer, manager, etc.), you have to be able to provide them with fluency about the deal and clarity on their role in the conversation. John Kaplan covers what information you need to
Building a Consensus in Your Prospect Accounts
When it comes to attaining a consensus in a customer account and achieving the crucial “Collective Yes”, the greater the numbers on your side, the higher your chances of success. Today, Antonella O’Day joins Rachel to discuss the need to expand the depth and breadth of your presence in customer accounts, applying a multi-threaded approach in order to achieve top-down organizational agreement on yo
Staying Tethered to Customers
Customer handoffs are a natural part of the selling process, but you don’t want to lose the customer relationships that you’ve worked so hard to build. Indeed, staying connected to customers over the long-term has numerous benefits, not only for the success of your solution, but also for your career as an individual seller. Today, John Kaplan joins Rachel to discuss these benefits, and he shares t
Resilience in Sales
Not many things are granted in sales, but adversity is one of them. When difficulties arise, resilience becomes a seller’s most valuable attribute. Joining Rachel for today’s episode is Force Management Facilitator Jim “Pouli” Pouliopoulos to cover the importance of resilience in sales. Pouli discusses the need to focus on what you can control, staying motivated when it feels nothing is going righ
Selling a Pilot Project
Enjoy this replay of a great episode with Brian Walsh. Ever had a customer ask you to consider a pilot project? Perhaps they don’t want to sign up for the full investment or they want to prove success before they move forward. Should you sell it? How should you handle it? Brian Walsh gives you a few things to consider. He talks about:Why pilot projects pop up.When it is beneficial to take on a pil
Prepping for Your Deal Reviews
As a rep, a deal review is your time. They are your chance not only to level-set with your manager and teammates, but also to get whatever help you need in getting your opportunities over the line. It is within your control to own the agenda. In this episode, John Kaplan advises reps on ideal preparation in advance of deal reviews and the mindset necessary to get the most out of them. He also disc
Recapping Sales Conversations
Before you can sell a solution, you must establish a baseline of trust with your customer. You build trust, in part, by demonstrating your willingness to understand the customer’s concerns and solve them. Today, John Kaplan discusses the effectiveness of recapping sales conversations as a trust-building tool that facilitates alignment with the customer and allows sellers to expand the conversation
Talking to Other Departments
Salespeople frequently find themselves stuck with a single contact in a buying company, unable to engage departments necessary to a successful close, locked at a standstill. In today’s episode, John Kaplan explains how to multi-thread in a way that enlarges a company-wide understanding of the gravity and relevance of a technical issue and convinces all people involved of their responsibility and c
Selling to More Experienced Professionals
Enjoy this replay of a great episode with John Kaplan.If you’re finding yourself new to a selling role and trying to sell to more experienced executives and professionals - this is a podcast for you. If you’re leading a team of greener reps, share this one with them. John Kaplan shares how to prepare for conversations with experienced buyers in a way that will drive success and help you feel less
You Told Me
Negotiating power is an invaluable currency in sales, one that gives you the leverage to move toward achieving a desirable outcome. As you approach the end of a sales process, the work you’ve done previously to establish yourself in a solid negotiating position determines the quality of the deal you’ll eventually land. Today, Tim Caito joins Rachel to discuss the importance of taking the right ste
Responding to an RFP
Enjoy this replay of a great episode with Brian Walsh.Responding to RFPs is often inevitable in many selling organizations. How do you respond in a way that gives you an edge? Brian Walsh joins us to share the importance of assessing your position and details how to determine an impactful response. He covers what to ask yourself as you qualify the opportunity, define your competitive position, and
Carefrontation
On our online subscription platform Ascender, users can ask questions and discuss their perspectives on a wide variety of topics pertaining to sales. Among the regular contributors to Ascender’s Engage section is Force Management facilitator John Boney, who has made a number of recent posts about selling and leading from a foundation of empathy. In particular, he has written about the concept of c
How to Stand Out as a Seller
There’s as much differentiation in how you sell as in what you sell, and standing out as a sales rep requires you to exhibit those special characteristics uncommon amongst your peers. Establishing differentiation is a tricky task, however, so today John Kaplan teaches how to simplify the process with ideas enactable by a mindset of open-mindedness, empathy for the customer and their needs, and con
Preparing for Sales Negotiation Conversations
As with all aspects of selling, sufficient preparation is a prerequisite to successful negotiation. In today’s episode, Tim Caito shares the key points of negotiation prep for reps to focus on. He discusses:Starting your negotiation process early.Recognizing and dealing with customer anchors, and laying anchors of your own.Establishing your give–get strategy.Providing the customer with multiple op
John Kaplan Webinar THIS Thursday
Whether you're the top rep looking for even greater heights or someone looking to improve, you need a plan for success. And, you need to put it in motion now.What is your plan to make your plan this year?Force Management’s Co-Founder John Kaplan has been on all sides of this journey as a rep, sales leader, and top-tier trainer. He joins our Ascender team for a practical conversation on how to impr
What to Do After the SKO
With the extensive attention from leadership directed toward the planning of sales kickoffs, the need to focus on what’s to follow too often gets lost. Today, John Kaplan joins Rachel for a discussion on the incumbency of managers leading SKOs to dispense the knowledge, skills and cultural spirit to spark enthusiasm and a drive for success amongst employees in attendance. In the process, he also i
When to Walk Away from a Deal
There often comes a point in deals when it’s best for all parties to go their separate ways. Today, Antonella O’Day joins Rachel to discuss the key indicators that you should walk away from a deal and how to do so tactfully. She talks about:Evaluating whether or not you can be successful in solving the customer’s problems.The number one reason why deals stall.The importance of tangible Customer Ve
Key Ways to Make Sure You’re Set Up for Success This Year
Are you set up for success this year? Antonella O’Day walks through some key areas of focus as you come up with your own plan to make your plan this year. She covers ways to: Analyze trends from the past year and the competitive landscape.Set personal targets for 2025 based on data and personal experiences from 2024.Identify ideal customers and new growth opportunities.Reflect on past mistakes and
The Uncommon Story
Our own John Kaplan tells his own story of a time when he had to decide what it meant to be uncommon. It’s the story that brought the often-heard phrase, “Who’s doing this?!” that many of you have heard in our Command of the Message® training. This episode is meant to bring you some motivation and inspiration as you focus on this month, this quarter and this year.Visit Ascender, a platform designe
Thank You to our Listeners
A short word of thanks from the Audible-Ready Sales Podcast. Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Asc
The Final Push
It’s crunch time as you work to get those last-minute deals in by the end of the year. In this short episode, John Kaplan gives you some words of advice as you finish strong. Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sa
Are You Working for the Right Company?
As we approach the end of the year, it is time to reflect on what’s gone well and what can be improved going forward. An important part of your year-end reflection is evaluating whether or not you’re at the right place to apply your skills. Today, John Kaplan gives you the tools to assess if you’re at the right company and breaks it down to three key considerations: what, how and why you sell.Here
Ramp Your New Hires Faster: Join our Webinar
Join John Kaplan this Thursday for a conversation on equipping new hires to ramp faster. He'll be joined by the Shift Group's JR Butler. They'll cover key ways you can improve that onboarding process. It's a great conversation for anyone who manages a team. Register here: https://www.forcemanagement.com/know-your-people
Discovery Questions You Don’t Want to Forget
Discovery can be a demanding process, and finding the right questions to ask requires intensive listening and thoughtful preparation. Fortunately, there are a few questions that are relevant to every deal and can help you get the ball rolling. These include:“Can you walk me through your current process?”“What’s working well in your current process?”“What struggles are you currently facing?”In toda
Getting the Big Deal
The ultimate goal of every rep is to close deals, and in today’s episode, John Kaplan outlines the necessary steps for sellers to maximize their odds of landing the big one. He discusses:Prioritizing pipeline generation.Voracious qualification, the most critical factor for closing deals.Aligning your value proposition with the priorities of the buying company.Implicating the customer’s pain.Here a
Improving Your Metric-Based Conversations
In this episode, we cover one of our most popular topics among our listeners: metrics. And its popularity is well warranted, as it remains a major stumbling block for many reps. John Boney joins us to give pointers on leveraging metrics to strengthen deals while steering clear of the common pitfalls. He discusses:The different types of metrics and what matters to whom.Why reps tend to struggle wit
Selling to Experienced Buyers: Don't Miss This!
Have you checked out Ascender yet? Our online platform to help reps with the daily grind of sales. Don't miss our upcoming events: Webinar: Selling to Experienced Buyers with Antonella O'Day - Register here: https://hubs.la/Q02XTCl_0Visit the Ascender Platform: https://my.ascender.co/Ascender/ExploreCheck out Ascender's Community: https://community.ascender.co/
Aligning to Corporate Priorities
As we approach the end of 2024, many companies are in the process of setting their priorities for the new year. In today’s episode, John Kaplan talks about aligning your solution with the corporate priorities of your customers as opposed to simply a department. He discusses:The need to talk to those with access to discretionary funds.Understanding the problems that you solve and the implications o
Staying Tethered to Accounts
Maintaining contact with accounts provides many benefits for an organization, and salespeople play a huge role in setting the foundation for a long-term relationship between two companies. Today, Brian Walsh draws on his wealth of experience to explain what reps must do to keep their organization tethered to accounts. Topics of discussion include:Having a mindset of long-term growth and lifetime v
Controlling the Deal
Staying in control of a deal is all about qualification. Today, John Kaplan gives advice on being proactive, not reactive, in ensuring that the deal progresses in your favor and with urgency. He talks about:Being prepared for and adjusting to unforeseen changes.Dealing with the entrance of a new competitor.Qualifying proactively with MEDDICC.The importance of meeting the buyer where they are.Here
Dealing with Rejection in Sales
If you’re a seller, you already know that rejection is a way of life. Unfortunately, a negative mindset about rejection remains the barrier that prevents many salespeople from reaching their fullest potential. In this episode, John Kaplan explains how to handle rejection in a way that sets you up for success down the road. He discusses:Viewing rejection as a learning opportunity instead of a failu
Technical and Business Pain
Sellers must understand the more detail-oriented technical pains as well as the wider-ranging business pains of a customer’s organization. Elite salespeople are able to balance both worlds. You should be able to speak with those involved with the operational aspects of a company, learn their pain through effective discovery, and then move up and tie those technical pains with business issues that
Three Tactics for Handling Objections
Your customer may raise an objection at any point during the sales process, and there is an infinite number of objections a customer may propose. In this episode, Antonella O’Day discusses the mindset salespeople need to handle objections, and she explains three tactics sellers can apply to successfully deal with them. These tactics are:Showing the customer that you hear their objection.Understand
Attaching to the Biggest Business Problem
In today’s episode, Rachel and John discuss the ever-pertinent need for sellers to identify and attach to the customer’s biggest business problem. John shares the mindset and the steps necessary for reps to make the right connections and get the information they need to do so successfully. He talks about:Tying technical requirements to business outcomes.Navigating the political landscape of the cu
Upcoming Force Management Live Events
Don’t miss these upcoming Force Management Webinars: Your SKO: Common Mistakes You Can’t Afford to MakePlanning a hashtag is a big undertaking. Even more difficult is executing an event that focuses on execution. Force Management’s Tim Caito joins Rachel Clapp Miller for a discussion on how to get beyond the “event” of the SKO and make it a driver of your revenue goals. Sign up here: https://hubs.
The Single Selling Motion
There is an abundance of tools and processes available to reps today, but it is incumbent on each seller to incorporate them into a cohesive strategy. In this episode, John Kaplan explains how to successfully pull these tools into a swift selling motion. Topics under discussion include:Selling with an outside-in approach.The three buckets of information to fill during discovery.A golf takeaway and
Answering Common Sales Rep Questions
On Ascender’s Engage page, we receive tons of questions from sales professionals throughout the country, many of whom face similar challenges. We have compiled a few of the most common questions to answer in today’s episode. They are:How do I handle a customer that is reluctant to proceed to the next steps?How can I open up customers who are close to the vest with positive business outcomes and me
Why You Aren’t Winning
In today’s quick episode, John Kaplan gives encouragement to sellers who may find themselves down on their luck. He discusses the tried-and-true actions within every seller’s control that will set you back on track, including:Assessing and attaching to the customer’s business issues (the what).Taking into account whom you are connected with in the deal (the who).Qualifying the deal early on and th
5 Things to Do Before Your Next Sales Conversation
Get back to the basic sales fundamentals that help ensure great sales conversations. John Kaplan provides five things you can practice before you jump into that next prospect call. Here are some additional resources:Purpose Process Payoff [Article]https://bit.ly/3spMjgAImprove Your Active Listening Skills [Podcast]https://apple.co/3md3HUOMaximize the Effectiveness of Proof Points [Podcast]https://
Articulating Value Throughout the Sales Process
Though we often speak about the need to sell based on value, keeping the customer focused on value throughout the sales process is a challenging, elite skill. Joining Rachel in today’s episode to share his deep insights on this important topic is Force Management facilitator John Boney. He discusses:The buyer-focused mindset necessary to successfully sell on value.The relevance of the customer’s D
Working for a Bad Manager
We’ve all worked for someone who we didn’t think was that great as a manager. How do you, a seller, handle the scenario in which you’re working for a bad manager but aren’t quite ready to leave? John Kaplan shares some advice on how to improve your work experience when in such a situation and what to look for in your next company.Here are some additional resourcesHow to Ensure You're Selling For A
Freezing Up With Metrics and PBOs
Today, Jim “Pouli” Pouliopoulos joins Rachel for a conversation on the uncertainties reps often face in trying to discuss metrics with prospects. Pouli’s advice provides clarity on when and how to discuss the finer details of the deal with the customer. He talks about:Getting past the fear of disrupting the flow of a conversation.Remaining curious throughout a sales cycle.Coaching reps to embrace
When You Can’t Close Deals
As we move into Q3, some of you may find yourselves struggling to get deals over the line. In today’s episode, John Kaplan gets you refocused on the fundamentals in order to reopen closed doors and get deals moving. He discusses:Getting the buyer to understand how your solution increases revenue, decreases cost and mitigates risk.Connecting technical pain to business pain to create urgency.The imp
What to do about a Stalled Deal
Do you have customers delaying their signature? Do you have deals that are moving forward, but then stall right before the finish line? Force Management’s Tim Caito walks through action steps to reignite the stalled deal, including: What areas to assess to determine how you can reignite the dealThe people you should be using to help you drive urgencyHow to prevent the situation next quarter. Other
Key Questions to Ask in Every Deal
Though we have many tools and strategies to help us qualify deals, sometimes the simple questions are enough to steer us in the right direction. Today, John Kaplan covers three key questions to ask yourself in every deal. They are:“Do we belong in the deal?”“What are our strong and weak points in the deal?”“What are the necessary steps to move the deal forward more efficiently?”Here are some addit
How to Uncover Buyer Needs
Understanding the needs of the buyer is the critical component of any sales process, and successfully doing so encompasses a wide spectrum of sales best practices. Joining us to shed light on this topic is Force Management Facilitator John Boney. In his first appearance on the Audible-Ready Sales Podcast, John hammers home the strategies necessary to get to the root of a customer’s pain. He discus
Identifying Different Buyer Personas
Every buyer has a unique personality, which requires a nuanced approach to every sales conversation. Today, Jim “Pouli” Pouliopoulos joins us to highlight the value of discerning different buyer personas and adapting the way you sell accordingly. He discusses:How a familiarity with different types of buyer personalities helps sales professionals.Common patterns in buyer personalities.How DISC asse
Knowing When to Walk Away From a Deal
In today’s quick discussion, John Kaplan sheds light on a challenging decision for many reps: walking away from a deal. As ever, John shares the no-nonsense approach to sales qualification that has brought value to so many. This episode’s talking points include:The importance of voracious qualification.Signs that you should consider leaving an account.Common gaps in deals that require sellers to t
Do You Really Have a Champion?
Finding a true Champion remains one of the biggest stumbling blocks for sales reps, as evidenced by the number of requests we continue to receive on the topic. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, has observed a great deal over the years about how sellers typically go about pursuing Champions, and he would like to share his insights with you. In this episod
Five Areas Where You Need Consistency
A comprehensive knowledge of sales fundamentals means nothing if you fail to apply it consistently. Today, John Kaplan discusses five areas that demand consistent application of reps looking to be elite. They are:Pipeline generation.Building relationships.Discovery.Qualification.Avoiding excuses.Here are some additional resources:Get MEDDICC Certified on Ascender!John’s LinkedIn Post About Commitm
Three Ways to Save Time as a Quota-Carrying Rep
If you’re trying to exceed your quota this year, you need to make sure you’re spending as much time as possible on high-value sales activities. Elite salespeople execute in a way that helps them efficiently qualify and advance deals. In this episode, Antonella O’Day runs through three key ways you can save time as a rep. Visit Ascender, a platform designed solely for salespeople who own a quota. I
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