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The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies...
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The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies increase revenue, improve sales margins and gain market share. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
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The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast
Transcribed
1 OCT 2024 · 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.
- Understanding the customer’s why.
- Reframing the customer’s objection.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=9e87b265-31ce-4aa4-8649-208751a4b2db&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=beec9bab-1a19-444f-8cff-44ccecae7cc6&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=key-ways-to-prepare-for-customer-anchors-in-sales-negotiations
- https://my.ascender.co/Ascender/Explore?post=turn-skepticism-into-opportunity | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=dealing-with-hesitant-buyers-and-price-objections | Ascender Video
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/Ascender/PlanComparison
Transcribed
24 SEP 2024 · 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 customer organization with savvy.
- The need to get the customer to stand in their moment of pain.
- Deepening your discovery to implicate the customer’s pain.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=1c8338f6-535b-44cb-9ff0-ad8cd046b8b1&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=beec9bab-1a19-444f-8cff-44ccecae7cc6&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=9e87b265-31ce-4aa4-8649-208751a4b2db&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=the-importance-of-multi-threaded-selling | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-the-coat-of-pain | Ascender Video
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/Ascender/PlanComparison
Transcribed
12 SEP 2024 · Don’t miss these upcoming Force Management Webinars:
Your SKO: Common Mistakes You Can’t Afford to Make
Planning 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.li/Q02PdLJ10
Building Consensus with Metrics
If you’re struggling with how to talk metrics with your customer, this webinar is for you. If you’re a manager and your teams aren’t really grasping this skill, make sure to share it with them. We’ll dig into how you should be approaching these conversations with key buyer personas.
Sign up here: https://hubs.la/Q02PG1Cf0
If you can’t make it, register anyway! We’ll send you the recording.
Transcribed
10 SEP 2024 · 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 downswing analogy.
- Fitting the selling motion into a sales process.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Explore?post=our-best-content-on-decision-criteria&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=the-single-selling-motion&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-differentiation-in-the-sales-process&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-earning-the-right&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video
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/Ascender/PlanComparison
Transcribed
3 SEP 2024 · On Ascender’s https://community.ascender.co/ 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 metrics?
- How can I overcome a gatekeeper trying to prevent me from multithreading?
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=5273118c-dfe4-473c-a772-678d422d95e9&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=our-best-content-on-decision-criteria&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=ascender-community-clips-13&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Explore?post=podcast-when-customers-go-dark&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast
- https://my.ascender.co/Ascender/Explore?post=podcast-own-the-next-step-in-your-sales-meetings&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | 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/Ascender/PlanComparison
27 AUG 2024 · 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 throughout the sales process.
- Staying on top of the foundational skills.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=824673cf-ab7e-49e2-9e99-2ce514436116&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=8a55ca17-1ade-4ed9-8fb8-d8b695d07be8&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=our-best-content-on-decision-criteria&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-close-the-excuse-department&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=podcast-do-you-really-have-a-champion&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast
- https://my.ascender.co/Ascender/Explore?post=enabling-the-internal-sell&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | 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/Ascender/PlanComparison
Transcribed
20 AUG 2024 · 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:
- https://www.forcemanagement.com/seller-blog/tips-for-getting-prospects-to-take-a-meeting
- https://bit.ly/3spMjgA
- https://podcasts.apple.com/us/podcast/39-improve-your-active-listening-skills-w-patrick-mcloughlin/id991362894?i=1000498972259
- https://apple.co/3md3HUO
- https://podcasts.apple.com/us/podcast/26-maximize-the-effectiveness-of-proof-points-w-john-kaplan/id991362894?i=1000488439478
- https://apple.co/2XAxEE5
Check out this and other episodes of The Audible-Ready Podcast at https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/blog.
Transcribed
6 AUG 2024 · 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 Decision Criteria to how you build your value proposition.
- Handling changes in the customer’s priorities.
- Multithreading effectively in an opportunity.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=1c8338f6-535b-44cb-9ff0-ad8cd046b8b1&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=video-overcoming-seller-deficit-disorder&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-preparation&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=podcast-how-to-uncover-buyer-needs&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast
- https://my.ascender.co/Ascender/Explore?post=podcast-competing-against-other-priorities | 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/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/the-audible-ready-sales-podcast.
Transcribed
30 JUL 2024 · 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 resources
- https://www.forcemanagement.com/seller-blog/how-to-ensure-youre-selling-for-a-great-company
- https://www.forcemanagement.com/seller-blog/signs-youre-working-for-a-company-thats-staged-for-growth
Check out this and other episodes of The Audible-Ready Podcast at https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/blog.
Transcribed
23 JUL 2024 · 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 the uncomfortable conversations.
- Viewing different individuals in the prospect company as rungs of a ladder.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=8a55ca17-1ade-4ed9-8fb8-d8b695d07be8&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=81177e1d-9c33-4a2c-abb3-c4c237ba44b0&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=key-questions-to-ask-in-your-sales-discovery-conversations&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=asking-tough-questions-in-your-sales-conversations&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video
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/Ascender/PlanComparison
The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies...
show more
The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies increase revenue, improve sales margins and gain market share. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
show less
Information
| Author | Sweet Fish |
| Organization | Sweet Fish |
| Categories | Business |
| Website | www.spreaker.com |
| - |
Copyright 2024 - Spreaker Inc. an iHeartMedia Company
