The Audible-Ready Sales Podcasthttps://www.spreaker.com/show/the-audible-ready-sales-podcastenBusinessCopyright Force Managementhttps://d3wo5wojvuv7l.cloudfront.net/t_rss_itunes_square_1400/images.spreaker.com/original/1fb5849a3e5f17f264d083fc1d28bfb8.jpgThe Audible-Ready Sales Podcasthttps://www.spreaker.com/show/the-audible-ready-sales-podcastMon, 12 Jan 2026 16:41:22 +0000Force ManagementForce Managementfeeds@spreaker.comThe 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...falseepisodicHow to Handle the Not Right Now Objectionhttps://www.spreaker.com/episode/how-to-handle-the-not-right-now-objection--68831365
Antonella explains why “not right now” often signals more than just budget freezes and timing challenges. She outlines four key scenarios that could be at play—from lack of urgency to missing internal consensus—and offers practical questions to diagnose the situation. Plus, learn how to maintain momentum, deliver value during delays, and use cadence as a powerful lever to build trust and stay top of mind.If you’ve ever wondered how to turn a polite “no” into a future “yes,” this episode is packed with insights you can put into practice today.

What You’ll Learn in This Episode:
  • Why “not right now” is rarely just about timing
  • Four common scenarios behind the objection
  • Diagnostic questions to uncover the real reason
  • How to keep relationships warm without selling
  • The role of cadence in building trust and credibility
  • Tactical tips for delivering value during delays
Key Takeaways:
  • Treat delays as a window to build relationships, not as dead ends.
  • Deliver value without asking for anything in return—become a trusted resource.
  • Use intentional, varied touchpoints to stay relevant without being annoying.
  • Ask candid questions to save time and preserve relationships.
]]>https://api.spreaker.com/episode/68831365Tue, 02 Dec 2025 12:43:27 +0000Force ManagementAs 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...
Antonella explains why “not right now” often signals more than just budget freezes and timing challenges. She outlines four key scenarios that could be at play—from lack of urgency to missing internal consensus—and offers practical questions to diagnose the situation. Plus, learn how to maintain momentum, deliver value during delays, and use cadence as a powerful lever to build trust and stay top of mind.If you’ve ever wondered how to turn a polite “no” into a future “yes,” this episode is packed with insights you can put into practice today.

What You’ll Learn in This Episode:
  • Why “not right now” is rarely just about timing
  • Four common scenarios behind the objection
  • Diagnostic questions to uncover the real reason
  • How to keep relationships warm without selling
  • The role of cadence in building trust and credibility
  • Tactical tips for delivering value during delays
Key Takeaways:
  • Treat delays as a window to build relationships, not as dead ends.
  • Deliver value without asking for anything in return—become a trusted resource.
  • Use intentional, varied touchpoints to stay relevant without being annoying.
  • Ask candid questions to save time and preserve relationships.
]]>1083falsefullThe End of the Year mindset with John Boneyhttps://www.spreaker.com/episode/the-end-of-the-year-mindset-with-john-boney--68507882
Key Takeaways:
  • Intentional Urgency: Learn how to drive urgency without sounding pushy by aligning with customer outcomes rather than internal sales timelines.
  • Pipeline Segmentation: Break down your deals into three buckets—winnable, stretch, and next-year opportunities—to focus your efforts where they matter most.
  • Avoid Common Pitfalls: Discover the top mistakes reps make in Q4, including leading with discounts and ignoring procurement/legal timelines.
  • Reactivating Quiet Accounts: Use proof points, industry insights, and respectful “breakup emails” to reignite stalled conversations.
  • Mutual Action Plans: Co-create timelines with buyers to ensure alignment and avoid last-minute surprises.
  • Leveraging Internal Stakeholders: Engage leaders and cross-functional partners early to help move strategic deals forward.

Resources Mentioned:]]>https://api.spreaker.com/episode/68507882Tue, 11 Nov 2025 08:00:09 +0000Force ManagementAs 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...
Key Takeaways:
  • Intentional Urgency: Learn how to drive urgency without sounding pushy by aligning with customer outcomes rather than internal sales timelines.
  • Pipeline Segmentation: Break down your deals into three buckets—winnable, stretch, and next-year opportunities—to focus your efforts where they matter most.
  • Avoid Common Pitfalls: Discover the top mistakes reps make in Q4, including leading with discounts and ignoring procurement/legal timelines.
  • Reactivating Quiet Accounts: Use proof points, industry insights, and respectful “breakup emails” to reignite stalled conversations.
  • Mutual Action Plans: Co-create timelines with buyers to ensure alignment and avoid last-minute surprises.
  • Leveraging Internal Stakeholders: Engage leaders and cross-functional partners early to help move strategic deals forward.

Resources Mentioned:]]>980falsefullOwning Your Successhttps://www.spreaker.com/episode/owning-your-success--68417310
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 ideas for future episodes, send them to Rachel at rclapp@forcemanagement.com.

Here are some additional resourcesCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/68417310Tue, 04 Nov 2025 17:14:31 +0000Force ManagementEnjoy 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...
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 ideas for future episodes, send them to Rachel at rclapp@forcemanagement.com.

Here are some additional resourcesCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>1333falsefullPrepping Others for Your Sales Callshttps://www.spreaker.com/episode/prepping-others-for-your-sales-calls--68302027
Here are some additional resources
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/68302027Tue, 28 Oct 2025 08:00:11 +0000Force ManagementEnjoy 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...
Here are some additional resources
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>654falsefullMoving Up and Down in Organizationshttps://www.spreaker.com/episode/moving-up-and-down-in-organizations--68221395


Here are some additional resources
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/68221395Tue, 21 Oct 2025 08:00:09 +0000Force ManagementEnjoy 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...


Here are some additional resources
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>881falsefullGo High, Go Low – Adjusting Your Sales Conversationhttps://www.spreaker.com/episode/go-high-go-low-adjusting-your-sales-conversation--68125404

  • Prepare for conversations at the executive table.
  • Manage meetings wherein both technical and business buyers are present.
  • Overcome Seller Deficit Disorder.
  • Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind.

Here are some additional resources:


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/68125404Tue, 14 Oct 2025 08:00:09 +0000Force ManagementEnjoy 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...

  • Prepare for conversations at the executive table.
  • Manage meetings wherein both technical and business buyers are present.
  • Overcome Seller Deficit Disorder.
  • Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind.

Here are some additional resources:


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>881falsefullSelling in a New Categoryhttps://www.spreaker.com/episode/selling-in-a-new-category--68047057
In this episode, Brian Walsh breaks down ways you can think about your sales conversation so you’re able to drive urgency, even when you’re selling in a new category. He also runs through how to set up a test project, in order to build credibility with the customer.


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/68047057Tue, 07 Oct 2025 13:46:02 +0000Force ManagementEnjoy 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...
In this episode, Brian Walsh breaks down ways you can think about your sales conversation so you’re able to drive urgency, even when you’re selling in a new category. He also runs through how to set up a test project, in order to build credibility with the customer.


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>1299falsefullBuilding an Accountable Culturehttps://www.spreaker.com/episode/building-an-accountable-culture--67945642

Here are some additional resources:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/67945642Tue, 30 Sep 2025 08:00:08 +0000Force ManagementBecoming 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...

Here are some additional resources:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>945falsefullTips for Managing Your Timehttps://www.spreaker.com/episode/tips-for-managing-your-time--67854391


Here are some additional resources:

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]]>https://api.spreaker.com/episode/67854391Tue, 23 Sep 2025 08:00:07 +0000Force ManagementIn 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...


Here are some additional resources:

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]]>901falsefullAction Steps When You Inherit Accountshttps://www.spreaker.com/episode/action-steps-when-you-inherit-accounts--67769274
  • The first steps to take after inheriting an account.
  • The need to be audible-ready to speak to the people already in the account you’re inheriting.
  • How to begin developing the relationships you need within the account.
  • What to do when faced with skepticism or hostility from the customer upon your entrance into the account.

Here are some additional resources:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/67769274Tue, 16 Sep 2025 08:00:08 +0000Force ManagementEnjoy 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...
  • The first steps to take after inheriting an account.
  • The need to be audible-ready to speak to the people already in the account you’re inheriting.
  • How to begin developing the relationships you need within the account.
  • What to do when faced with skepticism or hostility from the customer upon your entrance into the account.

Here are some additional resources:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>945falsefullInfluencing Your Customers’ Solution Requirementshttps://www.spreaker.com/episode/influencing-your-customers-solution-requirements--67679317
  • 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:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/67679317Tue, 09 Sep 2025 08:00:08 +0000Force ManagementEnjoy 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...
  • 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:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>881falsefullWhat to Do When You Losehttps://www.spreaker.com/episode/what-to-do-when-you-lose--67615387
Here are some additional resources:

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]]>https://api.spreaker.com/episode/67615387Wed, 03 Sep 2025 12:41:09 +0000Force ManagementIn 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...
Here are some additional resources:

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]]>914falsefullBuilding Purposeful Pipelinehttps://www.spreaker.com/episode/building-purposeful-pipeline--67512020


Here are some additional resources:

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]]>https://api.spreaker.com/episode/67512020Tue, 26 Aug 2025 08:00:08 +0000Force ManagementToday, 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,...


Here are some additional resources:

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]]>859falsefullElevating Your Sales Conversations Consistentlyhttps://www.spreaker.com/episode/elevating-your-sales-conversations-consistently--67419376
Here are some additional resources:


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
]]>https://api.spreaker.com/episode/67419376Tue, 19 Aug 2025 08:00:08 +0000Force ManagementFor 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,...
Here are some additional resources:


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
]]>1421falsefullMoving a Buyer from Interest to Intenthttps://www.spreaker.com/episode/moving-a-buyer-from-interest-to-intent--67335941
Here are some additional resources:

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]]>https://api.spreaker.com/episode/67335941Tue, 12 Aug 2025 08:00:08 +0000Force ManagementIn 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...
Here are some additional resources:

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]]>1136falsefullBe A Better Sales Coach with Value-Based Techniqueshttps://www.spreaker.com/episode/be-a-better-sales-coach-with-value-based-techniques--67252087
Here are some additional resources:

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]]>https://api.spreaker.com/episode/67252087Tue, 05 Aug 2025 08:00:07 +0000Force ManagementIn 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...
Here are some additional resources:

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]]>1171falsefullWhen to Back Up Your Dealhttps://www.spreaker.com/episode/when-to-back-up-your-deal--67162968
Visit these other episodes for more on this topic.
  1. Go High, Go Low – Adjusting Your Sales Conversation
    Learn how to shift your conversation up or down the org chart when your deal is stalling or misaligned.
  2. Confidence and Conviction
    This episode explores how to re-engage with confidence when you need to reset a deal.
  3. Influencing Your Customers’ Solution Requirements
    A key skill when backing up a deal—this episode dives into how to shape decision criteria around your differentiation.
  4. Competing Initiatives: Moving Your Deal Forward
    When your deal is stuck behind other priorities, this episode helps you reassess and reposition.
  5. The Outcome Conversation
    Focuses on aligning with buyer outcomes—critical when reframing a stalled opportunity.
]]>https://api.spreaker.com/episode/67162968Tue, 29 Jul 2025 08:00:09 +0000Force ManagementIn 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...
Visit these other episodes for more on this topic.
  1. Go High, Go Low – Adjusting Your Sales Conversation
    Learn how to shift your conversation up or down the org chart when your deal is stalling or misaligned.
  2. Confidence and Conviction
    This episode explores how to re-engage with confidence when you need to reset a deal.
  3. Influencing Your Customers’ Solution Requirements
    A key skill when backing up a deal—this episode dives into how to shape decision criteria around your differentiation.
  4. Competing Initiatives: Moving Your Deal Forward
    When your deal is stuck behind other priorities, this episode helps you reassess and reposition.
  5. The Outcome Conversation
    Focuses on aligning with buyer outcomes—critical when reframing a stalled opportunity.
]]>1160falsefullSelling to the Government in Today’s Environmenthttps://www.spreaker.com/episode/selling-to-the-government-in-today-s-environment--67062991


Here are some additional resources:

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]]>https://api.spreaker.com/episode/67062991Tue, 22 Jul 2025 08:00:09 +0000Force ManagementIn 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...


Here are some additional resources:

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]]>1051falsefullHandling New Product Launcheshttps://www.spreaker.com/episode/handling-new-product-launches--66980433


Here are some additional resources:

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]]>https://api.spreaker.com/episode/66980433Tue, 15 Jul 2025 08:00:09 +0000Force ManagementToday, 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...


Here are some additional resources:

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]]>861falsefullWhat Elite Sellers Dohttps://www.spreaker.com/episode/what-elite-sellers-do--66892442
Here are some additional resources:

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]]>https://api.spreaker.com/episode/66892442Tue, 08 Jul 2025 08:00:08 +0000Force ManagementIn 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,...
Here are some additional resources:

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]]>1105falsefullThe Mindset You Need When You’re New to Saleshttps://www.spreaker.com/episode/the-mindset-you-need-when-you-re-new-to-sales--66812799
Check out Pouli’s book, How to Be a Well Being, and connect with him on LinkedIn.

Here are some additional resources:

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]]>https://api.spreaker.com/episode/66812799Tue, 01 Jul 2025 08:00:08 +0000Force ManagementToday, 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...
Check out Pouli’s book, How to Be a Well Being, and connect with him on LinkedIn.

Here are some additional resources:

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]]>1259falsefullCompeting initiatives: Moving Your Deal Forwardhttps://www.spreaker.com/episode/competing-initiatives-moving-your-deal-forward--66715702
Here are some additional resources:Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/66715702Tue, 24 Jun 2025 08:00:08 +0000Force ManagementEnjoy 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...
Here are some additional resources:Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>492falsefullQuestions to Ask About Your Dealhttps://www.spreaker.com/episode/questions-to-ask-about-your-deal--66586252


Here are some additional resources:


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]]>https://api.spreaker.com/episode/66586252Tue, 17 Jun 2025 08:00:12 +0000Force ManagementToday, 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...


Here are some additional resources:


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]]>911falsefullDifferentiationhttps://www.spreaker.com/episode/differentiation--66484137
Here are some additional resources:


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/66484137Tue, 10 Jun 2025 08:00:09 +0000Force ManagementEnjoy 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...
Here are some additional resources:


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>944falsefullCommunicating Customer Needs Internallyhttps://www.spreaker.com/episode/communicating-customer-needs-internally--66377308
Here are some additional resources:

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]]>https://api.spreaker.com/episode/66377308Tue, 03 Jun 2025 08:00:10 +0000Force ManagementToday, 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....
Here are some additional resources:

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: 1692falsefullDriving Urgency in the Dealhttps://www.spreaker.com/episode/driving-urgency-in-the-deal--66288208
Here are some additional resources:

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]]>https://api.spreaker.com/episode/66288208Tue, 27 May 2025 13:41:22 +0000Force ManagementWhen 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...
Here are some additional resources:

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]]>981falsefullBuilding Rapport in Your Sales Processhttps://www.spreaker.com/episode/building-rapport-in-your-sales-process--66160013
Here are some additional resources:

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

]]>https://api.spreaker.com/episode/66160013Tue, 20 May 2025 08:00:09 +0000Force ManagementIn 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...
Here are some additional resources:

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

]]>1122falsefullAligning with Corporate Initiativeshttps://www.spreaker.com/episode/aligning-with-corporate-initiatives--66065093 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 business outcomes with their pain points and other business issues.


Here are some additional resources:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/66065093Tue, 13 May 2025 08:00:08 +0000Force ManagementEnjoy 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... 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 business outcomes with their pain points and other business issues.


Here are some additional resources:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>676falsefullWhen AI Isn't Enough: Getting an Opportunityhttps://www.spreaker.com/episode/when-ai-isn-t-enough-getting-an-opportunity--65932573
Here are some additional resources:


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]]>https://api.spreaker.com/episode/65932573Tue, 06 May 2025 12:13:43 +0000Force ManagementA 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...
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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]]>1922falsefullPrepping Others for Your Sales Callshttps://www.spreaker.com/episode/prepping-others-for-your-sales-calls--65788111
Here are some additional resources

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/65788111Tue, 29 Apr 2025 08:00:08 +0000Force ManagementEnjoy 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...
Here are some additional resources

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>654falsefullBuilding a Consensus in Your Prospect Accountshttps://www.spreaker.com/episode/building-a-consensus-in-your-prospect-accounts--65659228
Here are some additional resources:


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

]]>https://api.spreaker.com/episode/65659228Tue, 22 Apr 2025 08:00:08 +0000Force ManagementWhen 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...
Here are some additional resources:


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

]]>1178falsefullStaying Tethered to Customershttps://www.spreaker.com/episode/staying-tethered-to-customers--65578822


Here are some additional resources:

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]]>https://api.spreaker.com/episode/65578822Tue, 15 Apr 2025 10:49:43 +0000Force ManagementCustomer 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...


Here are some additional resources:

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]]>691falsefullResilience in Saleshttps://www.spreaker.com/episode/resilience-in-sales--65413604
Check out Pouli’s book, How to Be a Well Being, and connect with him on LinkedIn.


Here are some additional resources:

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]]>https://api.spreaker.com/episode/65413604Tue, 08 Apr 2025 08:00:08 +0000Force ManagementNot 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...
Check out Pouli’s book, How to Be a Well Being, and connect with him on LinkedIn.


Here are some additional resources:

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]]>1453falsefullSelling a Pilot Projecthttps://www.spreaker.com/episode/selling-a-pilot-project--65261599
  • Why pilot projects pop up.
  • When it is beneficial to take on a pilot project.
  • Ways to increase the likelihood that a pilot project will lead to a permanent solution.
  • Getting your customer to see the benefits of the metrics.

Here are some additional resources:

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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.
]]>https://api.spreaker.com/episode/65261599Tue, 01 Apr 2025 08:00:08 +0000Force ManagementEnjoy 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...
  • Why pilot projects pop up.
  • When it is beneficial to take on a pilot project.
  • Ways to increase the likelihood that a pilot project will lead to a permanent solution.
  • Getting your customer to see the benefits of the metrics.

Here are some additional resources:

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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.
]]>1092falsefullPrepping for Your Deal Reviewshttps://www.spreaker.com/episode/prepping-for-your-deal-reviews--65090366
Here are some additional resources:

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]]>https://api.spreaker.com/episode/65090366Tue, 25 Mar 2025 08:00:10 +0000Force ManagementAs 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...
Here are some additional resources:

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]]>1235falsefullRecapping Sales Conversationshttps://www.spreaker.com/episode/recapping-sales-conversations--64946893


Here are some additional resources:

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]]>https://api.spreaker.com/episode/64946893Tue, 18 Mar 2025 08:00:07 +0000Force ManagementBefore 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...


Here are some additional resources:

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]]>958falsefullTalking to Other Departmentshttps://www.spreaker.com/episode/talking-to-other-departments--64810119


Here are some additional resources:

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]]>https://api.spreaker.com/episode/64810119Tue, 11 Mar 2025 13:02:23 +0000Force ManagementSalespeople 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...


Here are some additional resources:

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]]>794falsefullSelling to More Experienced Professionalshttps://www.spreaker.com/episode/selling-to-more-experienced-professionals--64684941
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 intimidated going in. Great selling, is great selling, no matter your experience or background. Tune into this episode to hear tips and actions you can take right now. 

Here are some additional resources

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/64684941Tue, 04 Mar 2025 08:00:09 +0000Force ManagementEnjoy 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...
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 intimidated going in. Great selling, is great selling, no matter your experience or background. Tune into this episode to hear tips and actions you can take right now. 

Here are some additional resources

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>1133falsefullYou Told Mehttps://www.spreaker.com/episode/you-told-me--64553787
Here are some additional resources:


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]]>https://api.spreaker.com/episode/64553787Tue, 25 Feb 2025 08:00:08 +0000Force ManagementNegotiating 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...
Here are some additional resources:


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]]>1871falsefullResponding to an RFPhttps://www.spreaker.com/episode/responding-to-an-rfp--64424021
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 strategize around the right next steps.

Here are some additional resources:
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/64424021Tue, 18 Feb 2025 08:00:08 +0000Force ManagementEnjoy 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...
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 strategize around the right next steps.

Here are some additional resources:
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>2217falsefullCarefrontationhttps://www.spreaker.com/episode/carefrontation--64303041 

Here are some additional resources:


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]]>https://api.spreaker.com/episode/64303041Tue, 11 Feb 2025 08:00:08 +0000Force ManagementOn 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... 

Here are some additional resources:


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]]>1035falsefullHow to Stand Out as a Sellerhttps://www.spreaker.com/episode/how-to-stand-out-as-a-seller--64180546
Here are some additional resources:


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
]]>https://api.spreaker.com/episode/64180546Tue, 04 Feb 2025 08:00:09 +0000Force ManagementThere’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...
Here are some additional resources:


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
]]>1097falsefullPreparing for Sales Negotiation Conversationshttps://www.spreaker.com/episode/preparing-for-sales-negotiation-conversations--63942370
  • 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 options.

Here are some additional resources:

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]]>https://api.spreaker.com/episode/63942370Tue, 28 Jan 2025 08:00:08 +0000Force ManagementAs 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....
  • 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 options.

Here are some additional resources:

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]]>1279falsefullJohn Kaplan Webinar THIS Thursdayhttps://www.spreaker.com/episode/john-kaplan-webinar-this-thursday--63820929
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 improve your sales execution right now. We'll cover how you can gather and analyze, plan and strategize, and then organize and execute your way to your best year yet.

We're giving away a one-hour coaching session with John to one attendee. 

Sign up here: https://hubs.la/Q033B0m10]]>https://api.spreaker.com/episode/63820929Wed, 22 Jan 2025 18:44:42 +0000Force ManagementWhether 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...
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 improve your sales execution right now. We'll cover how you can gather and analyze, plan and strategize, and then organize and execute your way to your best year yet.

We're giving away a one-hour coaching session with John to one attendee. 

Sign up here: https://hubs.la/Q033B0m10]]>46falsefullWhat to Do After the SKOhttps://www.spreaker.com/episode/what-to-do-after-the-sko--63769738
Speaking of John Kaplan, you don’t want to miss our upcoming live Ascender Insights special, “The Plan to Make the Plan”, hosted by the man himself! Join us on January 23, 2025, from 10 to 11 AM Eastern Standard Time to hear John’s practical and time-tested advice on putting together a plan to improve your sales execution in no time.

And that’s not even the best part—get this: All quota-carrying reps and first-line managers who register for the discussion are automatically entered into a raffle to win a free, one-on-one coaching session with John! Sound good enough? Click here to register!

Here are some additional resources:



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]]>https://api.spreaker.com/episode/63769738Tue, 21 Jan 2025 08:00:10 +0000Force ManagementWith 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...
Speaking of John Kaplan, you don’t want to miss our upcoming live Ascender Insights special, “The Plan to Make the Plan”, hosted by the man himself! Join us on January 23, 2025, from 10 to 11 AM Eastern Standard Time to hear John’s practical and time-tested advice on putting together a plan to improve your sales execution in no time.

And that’s not even the best part—get this: All quota-carrying reps and first-line managers who register for the discussion are automatically entered into a raffle to win a free, one-on-one coaching session with John! Sound good enough? Click here to register!

Here are some additional resources:

Upcoming Webinar: Join John Kaplan for a webinar on "The Plan to Make the Plan" on Thursday, January 23rd. One lucky attendee will win a one-on-one coaching session with John. Register now to secure your spot: https://forcemanagement.zoom.us/webinar/register/WN_cb4xS0-zSjKA-eozmAA7RQ#/registration

Thank you for listening!


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]]>https://api.spreaker.com/episode/63595118Tue, 07 Jan 2025 08:00:08 +0000Force ManagementAre 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...
  • 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 successes to inform future strategies.

    • Upcoming Webinar: Join John Kaplan for a webinar on "The Plan to Make the Plan" on Thursday, January 23rd. One lucky attendee will win a one-on-one coaching session with John. Register now to secure your spot: https://forcemanagement.zoom.us/webinar/register/WN_cb4xS0-zSjKA-eozmAA7RQ#/registration

    Thank you for listening!


    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]]>    669falsefull    The Uncommon Storyhttps://www.spreaker.com/episode/the-uncommon-story--63526260
    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]]>    https://api.spreaker.com/episode/63526260Tue, 31 Dec 2024 14:47:57 +0000Force ManagementOur 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...
    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]]>    728falsefull    Thank You to our Listenershttps://www.spreaker.com/episode/thank-you-to-our-listeners--63448749
    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
    ]]>    https://api.spreaker.com/episode/63448749Tue, 24 Dec 2024 08:00:07 +0000Force ManagementA 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...
    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
    ]]>    115falsefull    The Final Pushhttps://www.spreaker.com/episode/the-final-push--63348168
    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]]>    https://api.spreaker.com/episode/63348168Tue, 17 Dec 2024 08:00:07 +0000Force ManagementIt’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...
    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]]>    132falsefull    Are You Working for the Right Company?https://www.spreaker.com/episode/are-you-working-for-the-right-company--63248079Here are some additional resources:

    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]]>    https://api.spreaker.com/episode/63248079Tue, 10 Dec 2024 08:00:10 +0000Force ManagementAs 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,...Here are some additional resources:

    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]]>    1153falsefull    Ramp Your New Hires Faster: Join our Webinarhttps://www.spreaker.com/episode/ramp-your-new-hires-faster-join-our-webinar--63240753
    Register here: https://www.forcemanagement.com/know-your-people]]>    https://api.spreaker.com/episode/63240753Mon, 09 Dec 2024 16:23:23 +0000Force ManagementJoin 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...
    Register here: https://www.forcemanagement.com/know-your-people]]>    64b2bsales,saas,saleshiringfalsefull    Discovery Questions You Don’t Want to Forgethttps://www.spreaker.com/episode/discovery-questions-you-don-t-want-to-forget--63117855
    • “Can you walk me through your current process?”
    • “What’s working well in your current process?”
    • “What struggles are you currently facing?”

    In today’s episode, John Kaplan goes into detail about the standard questions to ask in every discovery process and explains how to use the answers to dig deeper and ignite a sense of urgency within the buyer.

    Here are some additional resources:

    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]]>    https://api.spreaker.com/episode/63117855Tue, 03 Dec 2024 08:00:09 +0000Force ManagementDiscovery 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...
    • “Can you walk me through your current process?”
    • “What’s working well in your current process?”
    • “What struggles are you currently facing?”

    In today’s episode, John Kaplan goes into detail about the standard questions to ask in every discovery process and explains how to use the answers to dig deeper and ignite a sense of urgency within the buyer.

    Here are some additional resources:

    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]]>    867falsefull    Getting the Big Dealhttps://www.spreaker.com/episode/getting-the-big-deal--63002549
    • 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 are some additional resources:

    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]]>    https://api.spreaker.com/episode/63002549Tue, 26 Nov 2024 08:00:07 +0000Force ManagementThe 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,...
    • 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 are some additional resources:

    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]]>    939falsefull    Improving Your Metric-Based Conversationshttps://www.spreaker.com/episode/improving-your-metric-based-conversations--62797878
    • The different types of metrics and what matters to whom.
    • Why reps tend to struggle with higher-level metrics.
    • Asking the right questions to align with the customer’s metrics.
    • Turning metrics into proof points.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/62797878Tue, 19 Nov 2024 08:00:06 +0000Force ManagementIn 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...
    • The different types of metrics and what matters to whom.
    • Why reps tend to struggle with higher-level metrics.
    • Asking the right questions to align with the customer’s metrics.
    • Turning metrics into proof points.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1217falsefull    Selling to Experienced Buyers: Don't Miss This!https://www.spreaker.com/episode/selling-to-experienced-buyers-don-t-miss-this--62705007Don't miss our upcoming events: 

    Webinar: Selling to Experienced Buyers with Antonella O'Day
     - Register here: https://hubs.la/Q02XTCl_0

    Visit the Ascender Platform: https://my.ascender.co/Ascender/Explore
    Check out Ascender's Community: https://community.ascender.co/]]>    https://api.spreaker.com/episode/62705007Tue, 12 Nov 2024 12:59:18 +0000Force ManagementHave 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_0 Visit the...Don't miss our upcoming events: 

    Webinar: Selling to Experienced Buyers with Antonella O'Day
     - Register here: https://hubs.la/Q02XTCl_0

    Visit the Ascender Platform: https://my.ascender.co/Ascender/Explore
    Check out Ascender's Community: https://community.ascender.co/]]>    48falsefull    Aligning to Corporate Prioritieshttps://www.spreaker.com/episode/aligning-to-corporate-priorities--62614705
    • The need to talk to those with access to discretionary funds.
    • Understanding the problems that you solve and the implications of those problems.
    • Questions that will reveal the initiatives the Economic Buyer prioritizes.
    • Obtaining a comprehensive view of the buying organization and being able to traverse it fluidly.
    • Advice on selling to the CFO.

    Here are some additional resources:

    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]]>    https://api.spreaker.com/episode/62614705Tue, 05 Nov 2024 08:00:02 +0000Force ManagementAs 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...
    • The need to talk to those with access to discretionary funds.
    • Understanding the problems that you solve and the implications of those problems.
    • Questions that will reveal the initiatives the Economic Buyer prioritizes.
    • Obtaining a comprehensive view of the buying organization and being able to traverse it fluidly.
    • Advice on selling to the CFO.

    Here are some additional resources:

    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]]>    1182falsefull    Staying Tethered to Accountshttps://www.spreaker.com/episode/staying-tethered-to-accounts--62529577
    • Having a mindset of long-term growth and lifetime value.
    • Laying the necessary pre-sale groundwork to remain tethered to an account post-sale.
    • Positioning yourself to be able to ask the buyer for access.
    • Avoiding mistakes reps often make when trying to stay tethered to accounts.
    • Additional strategies to stay in touch with customers.

    Here are some additional resources:

    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]]>    https://api.spreaker.com/episode/62529577Tue, 29 Oct 2024 08:00:02 +0000Force ManagementMaintaining 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...
    • Having a mindset of long-term growth and lifetime value.
    • Laying the necessary pre-sale groundwork to remain tethered to an account post-sale.
    • Positioning yourself to be able to ask the buyer for access.
    • Avoiding mistakes reps often make when trying to stay tethered to accounts.
    • Additional strategies to stay in touch with customers.

    Here are some additional resources:

    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]]>    1486falsefull    Controlling the Dealhttps://www.spreaker.com/episode/controlling-the-deal--62441854
    • 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 are some additional resources:

    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]]>    https://api.spreaker.com/episode/62441854Tue, 22 Oct 2024 08:00:02 +0000Force ManagementStaying 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...
    • 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 are some additional resources:

    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]]>    934falsefull    Dealing with Rejection in Saleshttps://www.spreaker.com/episode/dealing-with-rejection-in-sales--62368702
    • Viewing rejection as a learning opportunity instead of a failure.
    • Taking yourself out of it and becoming unoffendable.
    • Leaving the door open for conversations down the road.
    • The importance of resilience in sales.

    Here are some additional resources:

    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]]>    https://api.spreaker.com/episode/62368702Tue, 15 Oct 2024 08:00:02 +0000Force ManagementIf 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...
    • Viewing rejection as a learning opportunity instead of a failure.
    • Taking yourself out of it and becoming unoffendable.
    • Leaving the door open for conversations down the road.
    • The importance of resilience in sales.

    Here are some additional resources:

    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]]>    867falsefull    Technical and Business Painhttps://www.spreaker.com/episode/technical-and-business-pain--62277610
    Here are some additional resources

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/62277610Tue, 08 Oct 2024 08:00:02 +0000Force ManagementSellers 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...
    Here are some additional resources

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    511falsefull    Three Tactics for Handling Objectionshttps://www.spreaker.com/episode/three-tactics-for-handling-objections--62167688
    • Showing the customer that you hear their objection.
    • Understanding the customer’s why.
    • Reframing the customer’s objection.

    Here are some additional resources:

    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]]>    https://api.spreaker.com/episode/62167688Tue, 01 Oct 2024 08:00:02 +0000Force ManagementYour 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...
    • Showing the customer that you hear their objection.
    • Understanding the customer’s why.
    • Reframing the customer’s objection.

    Here are some additional resources:

    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]]>    904falsefull    Attaching to the Biggest Business Problemhttps://www.spreaker.com/episode/attaching-to-the-biggest-business-problem--62081427
    • 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:

    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]]>    https://api.spreaker.com/episode/62081427Tue, 24 Sep 2024 08:00:02 +0000Force ManagementIn 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...
    • 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:

    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]]>    1000falsefull    Upcoming Force Management Live Eventshttps://www.spreaker.com/episode/upcoming-force-management-live-events--61372372


    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. ]]>    https://api.spreaker.com/episode/61372372Thu, 12 Sep 2024 12:20:57 +0000Force ManagementDon’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...


    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. ]]>    90falsefull    The Single Selling Motionhttps://www.spreaker.com/episode/the-single-selling-motion--61317002
    • 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:

    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]]>    https://api.spreaker.com/episode/61317002Tue, 10 Sep 2024 08:00:02 +0000Force ManagementThere 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...
    • 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:

    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]]>    926falsefull    Answering Common Sales Rep Questionshttps://www.spreaker.com/episode/answering-common-sales-rep-questions--61240729Engage 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 metrics?
    • How can I overcome a gatekeeper trying to prevent me from multithreading?

    Here are some additional resources:

    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]]>    https://api.spreaker.com/episode/61240729Tue, 03 Sep 2024 08:00:02 +0000Force ManagementOn 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...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 metrics?
    • How can I overcome a gatekeeper trying to prevent me from multithreading?

    Here are some additional resources:

    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]]>    1185falsefull    Why You Aren’t Winninghttps://www.spreaker.com/episode/why-you-aren-t-winning--61165930
    • 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:

    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]]>    https://api.spreaker.com/episode/61165930Tue, 27 Aug 2024 08:00:02 +0000Force ManagementIn 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...
    • 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:

    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]]>    630falsefull    5 Things to Do Before Your Next Sales Conversationhttps://www.spreaker.com/episode/5-things-to-do-before-your-next-sales-conversation--61086181
    Here are some additional resources:

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/61086181Tue, 20 Aug 2024 08:00:02 +0000Force ManagementGet 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: -...
    Here are some additional resources:

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    648falsefull    Articulating Value Throughout the Sales Processhttps://www.spreaker.com/episode/articulating-value-throughout-the-sales-process--60932585
    • 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:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/60932585Tue, 06 Aug 2024 08:00:03 +0000Force ManagementThough 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...
    • 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:

    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 Apple Podcasts, Spotify, or our website.]]>    1057falsefull    Working for a Bad Managerhttps://www.spreaker.com/episode/working-for-a-bad-manager--60827165
    Here are some additional resources

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/60827165Tue, 30 Jul 2024 08:00:03 +0000Force ManagementWe’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...
    Here are some additional resources

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1373falsefull    Freezing Up With Metrics and PBOshttps://www.spreaker.com/episode/freezing-up-with-metrics-and-pbos--60768652
    • 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:

    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
    ]]>    https://api.spreaker.com/episode/60768652Tue, 23 Jul 2024 08:00:03 +0000Force ManagementToday, 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...
    • 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:

    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
    ]]>    1129falsefull    When You Can’t Close Dealshttps://www.spreaker.com/episode/when-you-can-t-close-deals--60700705
    • 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 importance of multi-threading.

    Here are some additional resources:

    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]]>    https://api.spreaker.com/episode/60700705Tue, 16 Jul 2024 08:00:03 +0000Force ManagementAs 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...
    • 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 importance of multi-threading.

    Here are some additional resources:

    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]]>    631falsefull    What to do about a Stalled Dealhttps://www.spreaker.com/episode/what-to-do-about-a-stalled-deal--60634383
    • What areas to assess to determine how you can reignite the deal
    • The people you should be using to help you drive urgency
    • How to prevent the situation next quarter. 


    Other Assets with Tim Caito
    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/60634383Tue, 09 Jul 2024 08:00:03 +0000Force ManagementDo 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...
    • What areas to assess to determine how you can reignite the deal
    • The people you should be using to help you drive urgency
    • How to prevent the situation next quarter. 


    Other Assets with Tim Caito
    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 Apple Podcasts, Spotify, or our website.]]>    1037falsefull    Key Questions to Ask in Every Dealhttps://www.spreaker.com/episode/key-questions-to-ask-in-every-deal--60573000
    • “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 additional resources:

    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]]>    https://api.spreaker.com/episode/60573000Tue, 02 Jul 2024 08:00:03 +0000Force ManagementThough 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...
    • “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 additional resources:

    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]]>    791falsefull    How to Uncover Buyer Needshttps://www.spreaker.com/episode/how-to-uncover-buyer-needs--60496278
    • The importance of active listening.
    • Identifying patterns while refraining from assumption-making.
    • Conducting a thorough needs assessment during a customer conversation.
    • Dealing with a buyer’s resistance to questioning.
    • The need for quantifiable metrics.
    • The WAIT acronym: “Why Am I Talking?”

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/60496278Tue, 25 Jun 2024 08:00:04 +0000Force ManagementUnderstanding 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...
    • The importance of active listening.
    • Identifying patterns while refraining from assumption-making.
    • Conducting a thorough needs assessment during a customer conversation.
    • Dealing with a buyer’s resistance to questioning.
    • The need for quantifiable metrics.
    • The WAIT acronym: “Why Am I Talking?”

    Here are some additional resources:

    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: full    Identifying Different Buyer Personashttps://www.spreaker.com/episode/identifying-different-buyer-personas--60415205
    • How a familiarity with different types of buyer personalities helps sales professionals.
    • Common patterns in buyer personalities.
    • How DISC assessments can be beneficial to reps.
    • Adapting to the buyer’s personality during conversation.
    • The specific motivations of different personality types.

    Check out Pouli’s book,     How to Be a Well Being: Unofficial Rules to Live Every Day.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.
    ]]>https://api.spreaker.com/episode/60415205Tue, 18 Jun 2024 08:00:04 +0000Force ManagementEvery 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...
    • How a familiarity with different types of buyer personalities helps sales professionals.
    • Common patterns in buyer personalities.
    • How DISC assessments can be beneficial to reps.
    • Adapting to the buyer’s personality during conversation.
    • The specific motivations of different personality types.

    Check out Pouli’s book, How to Be a Well Being: Unofficial Rules to Live Every Day.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.
    ]]>    1598falsefullKnowing When to Walk Away From a Dealhttps://www.spreaker.com/episode/knowing-when-to-walk-away-from-a-deal--60343032
    • The importance of voracious qualification.
    • Signs that you should consider leaving an account.
    • Common gaps in deals that require sellers to take action.
    • Generating a significant enough pipeline to prevent the need to cling to a lost cause.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/60343032Tue, 11 Jun 2024 08:00:04 +0000Force ManagementIn 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...
    • The importance of voracious qualification.
    • Signs that you should consider leaving an account.
    • Common gaps in deals that require sellers to take action.
    • Generating a significant enough pipeline to prevent the need to cling to a lost cause.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    593falsefull    Do You Really Have a Champion?https://www.spreaker.com/episode/do-you-really-have-a-champion--60269348
    • Why reps often think they have a Champion when they do not.
    • Indicators that you have a true Champion, and questions to help you determine whether someone is a Champion.
    • How to move forward in your relationships with those you have come to realize are not truly Champions.
    • The concept of “Champions Amnesty.”

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.
    ]]>    https://api.spreaker.com/episode/60269348Tue, 04 Jun 2024 08:00:04 +0000Force ManagementFinding 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...
    • Why reps often think they have a Champion when they do not.
    • Indicators that you have a true Champion, and questions to help you determine whether someone is a Champion.
    • How to move forward in your relationships with those you have come to realize are not truly Champions.
    • The concept of “Champions Amnesty.”

    Here are some additional resources:

    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...]]>    1103falsefull    Five Areas Where You Need Consistencyhttps://www.spreaker.com/episode/five-areas-where-you-need-consistency--60193435
    • Pipeline generation.
    • Building relationships.
    • Discovery.
    • Qualification.
    • Avoiding excuses.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/60193435Tue, 28 May 2024 08:00:03 +0000Force ManagementA 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...
    • Pipeline generation.
    • Building relationships.
    • Discovery.
    • Qualification.
    • Avoiding excuses.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1087falsefull    Three Ways to Save Time as a Quota-Carrying Rephttps://www.spreaker.com/episode/three-ways-to-save-time-as-a-quota-carrying-rep--60096463
    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/60096463Tue, 21 May 2024 08:00:07 +0000Force ManagementIf 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,...
    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    992falsefull    Pursuing a Competitive Accounthttps://www.spreaker.com/episode/pursuing-a-competitive-account--60013757
    • John’s personal experience in surmounting competitors embedded in deals.
    • Why ingrained competition is not a deal-killer.
    • Approaching the buyer with an honest and patient discovery process.
    • Offering the customer a strategic discount.
    • Building Champions in a competitive account to give you the edge.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/60013757Tue, 14 May 2024 08:00:03 +0000Force ManagementHow do you approach an account into which competitors are already firmly ingrained? How do you break a continuous cycle of rejection in favor of your competition? John Kaplan tackles these ever-pertinent questions in this episode. Today’s talking...
    • John’s personal experience in surmounting competitors embedded in deals.
    • Why ingrained competition is not a deal-killer.
    • Approaching the buyer with an honest and patient discovery process.
    • Offering the customer a strategic discount.
    • Building Champions in a competitive account to give you the edge.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1228falsefull    Time to Value: How to Sell When You Need to Show Value Quicklyhttps://www.spreaker.com/episode/time-to-value-how-to-sell-when-you-need-to-show-value-quickly--59890729
    • Developing a roadmap with short-term metrics.
    • Helping the customer to see the business-wide benefits of your solution.
    • Setting expectations that are high but realistic.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59890729Tue, 07 May 2024 08:00:04 +0000Force ManagementRegardless of the length of your implementation window in an opportunity, you must show your value. Brian Walsh joins us today for a quick discussion about how to successfully demonstrate value. He discusses: - Developing a roadmap with short-term...
    • Developing a roadmap with short-term metrics.
    • Helping the customer to see the business-wide benefits of your solution.
    • Setting expectations that are high but realistic.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    753falsefull    Join Us! Common Mistakes When Articulating Valuehttps://www.spreaker.com/episode/join-us-common-mistakes-when-articulating-value--59735185 "Common Mistakes to Avoid When Trying to Articulate Value". Hosted by Diana Sheley, Force Management's Director, Facilitation & Consulting, we'll cover common challenges and ways to course correct when it comes to: 
    • Understanding and Articulating Differentiation
    • How to Stack Rank the Required Capabilities
    • Keeping the Focus on Value
    • Aligning your Proof Points to Your Buyer
    The session will be recorded. Click Here to Register
    ]]>    https://api.spreaker.com/episode/59735185Tue, 30 Apr 2024 19:35:02 +0000Force ManagementJoin Force Management's Ascender team for our webinar THIS FRIDAY as we cover "Common Mistakes to Avoid When Trying to Articulate Value". Hosted by Diana Sheley, Force Management's Director, Facilitation & Consulting, we'll cover common challenges... "Common Mistakes to Avoid When Trying to Articulate Value". Hosted by Diana Sheley, Force Management's Director, Facilitation & Consulting, we'll cover common challenges and ways to course correct when it comes to: 
    • Understanding and Articulating Differentiation
    • How to Stack Rank the Required Capabilities
    • Keeping the Focus on Value
    • Aligning your Proof Points to Your Buyer
    The session will be recorded. Click Here to Register
    ]]>    40falsefull    Developing Mutual Action Planshttps://www.spreaker.com/episode/developing-mutual-action-plans--59695933
    • When you should use MAPs
    • What a good MAP should do for both the seller and the buyer
    • How you get buy-in from the customer to create one
    • How do you use them throughout the sales process and into your negotiations? 

    Here are some additional resources:
    Other Assets with Tim Caito
    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59695933Tue, 30 Apr 2024 08:00:04 +0000Force ManagementIn this episode, we talk through the value of creating Mutual Action Plans with your customer, including:  - When you should use MAPs - What a good MAP should do for both the seller and the buyer - How you get buy-in from the customer to create one -...
    • When you should use MAPs
    • What a good MAP should do for both the seller and the buyer
    • How you get buy-in from the customer to create one
    • How do you use them throughout the sales process and into your negotiations? 

    Here are some additional resources:
    Other Assets with Tim Caito
    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 Apple Podcasts, Spotify, or our website.]]>    1077falsefull    Selling to People with More Experiencehttps://www.spreaker.com/episode/selling-to-people-with-more-experience--59562319
    Here are some additional resources:
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59562319Tue, 23 Apr 2024 08:00:04 +0000Force ManagementWhether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more...
    Here are some additional resources:
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    971falsefull    How Discovery Helps the Customerhttps://www.spreaker.com/episode/how-discovery-helps-the-customer--59468825
    • The importance of two-sided discovery.
    • On-ramps to customer conversations.
    • The three buckets that salespeople must fill in every customer conversation.
    • The need to meet customers where they are.
    • Keeping abreast of your standing with the customer and observing their level of engagement in conversations.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59468825Tue, 16 Apr 2024 08:00:04 +0000Force ManagementSales is a game of inches, and great discovery gives you an edge over the competition. A well-executed discovery process helps not only you, but also your customer. In today’s episode, John Kaplan shares his best insights on leading mutually...
    • The importance of two-sided discovery.
    • On-ramps to customer conversations.
    • The three buckets that salespeople must fill in every customer conversation.
    • The need to meet customers where they are.
    • Keeping abreast of your standing with the customer and observing their level of engagement in conversations.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1618falsefull    Competing Against Other Prioritieshttps://www.spreaker.com/episode/competing-against-other-priorities--59359515
    • Ways to continually assess the priority of your initiative as a deal progresses.
    • Questions to ask your customer that will give you a sense of the standing of your deal among the customer’s other priorities.
    • Maintaining relationships with key individuals in an account to achieve broader buy-in.
    • Remaining on the lookout for red flags indicative of an unvalued solution.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59359515Tue, 09 Apr 2024 08:00:02 +0000Force ManagementGetting your initiative to stand out in a sea of competing priorities is no small task, but it can be achieved with a proper understanding of the client’s most urgent business needs. Today, Antonella O’Day joins us once more to share strategies that...
    • Ways to continually assess the priority of your initiative as a deal progresses.
    • Questions to ask your customer that will give you a sense of the standing of your deal among the customer’s other priorities.
    • Maintaining relationships with key individuals in an account to achieve broader buy-in.
    • Remaining on the lookout for red flags indicative of an unvalued solution.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    881falsefull    Capturing Value After the Initial Salehttps://www.spreaker.com/episode/capturing-value-after-the-initial-sale--59245711
    • The basics that need to be in place so you can create and capture value after the initial deal.
    • How to stay tethered to the account and multi-thread yourself during the customer success phase.
    • How to approach conversations in implementation and ongoing use to make sure value is top of mind.
    • The importance of a quarterly value review.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59245711Tue, 02 Apr 2024 08:00:02 +0000Force ManagementIn this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers: - The basics that need to be in place so you can...
    • The basics that need to be in place so you can create and capture value after the initial deal.
    • How to stay tethered to the account and multi-thread yourself during the customer success phase.
    • How to approach conversations in implementation and ongoing use to make sure value is top of mind.
    • The importance of a quarterly value review.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1597falsefull    Handling Competing Initiativeshttps://www.spreaker.com/episode/handling-competing-initiatives--59180494
    • Aligning your solution with the customer’s challenges.
    • Using your discovery process to answer key questions about the customer.
    • Leveraging MEDDICC to account for competing initiatives.
    • Going against “do nothing.”

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59180494Tue, 26 Mar 2024 13:58:17 +0000Force ManagementIn many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on...
    • Aligning your solution with the customer’s challenges.
    • Using your discovery process to answer key questions about the customer.
    • Leveraging MEDDICC to account for competing initiatives.
    • Going against “do nothing.”

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    699falsefull    Tips for Asking Great Questionshttps://www.spreaker.com/episode/tips-for-asking-great-questions--59087938
    • Preparing for a discovery session with an agenda.
    • Earning the right to ask deep discovery questions.
    • Asking questions that allow you to align your differentiation with the buyer.
    • Tips for wrapping up a sales call.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59087938Tue, 19 Mar 2024 08:00:02 +0000Force ManagementA great discovery session requires great questions. In this episode, John Kaplan shares his insights on asking pertinent discovery questions. He discusses: - Preparing for a discovery session with an agenda. - Earning the right to ask deep discovery...
    • Preparing for a discovery session with an agenda.
    • Earning the right to ask deep discovery questions.
    • Asking questions that allow you to align your differentiation with the buyer.
    • Tips for wrapping up a sales call.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1576falsefull    Tackling the Competitionhttps://www.spreaker.com/episode/tackling-the-competition--59009959
    • Gaining intel about a competitor’s activities within an account.
    • Developing trust with a client over time.
    • Questions to help you define your differentiation.
    • Talking to the customer about renewals.
    • Addressing solution requirements that a competitor is better equipped to fulfill.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/59009959Tue, 12 Mar 2024 08:05:01 +0000Force ManagementYou will inevitably face some form of competition in every deal. In today’s episode, Patrick “Paddy Mac” McLoughlin shares various tips on figuring out who your competitors are and positioning your solution as a top priority in the customer’s mind....
    • Gaining intel about a competitor’s activities within an account.
    • Developing trust with a client over time.
    • Questions to help you define your differentiation.
    • Talking to the customer about renewals.
    • Addressing solution requirements that a competitor is better equipped to fulfill.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1083falsefull    Where People Go Wrong with MEDDICChttps://www.spreaker.com/episode/where-people-go-wrong-with-meddicc--58917159
    • MEDDICC’s common misuse as a compliance tool.
    • How to properly incorporate MEDDICC as a manager.
    • Using MEDDICC throughout the entire customer engagement process.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58917159Tue, 05 Mar 2024 08:00:02 +0000Force ManagementIn this podcast, we take a lot of the chatter we’ve heard about MEDDICC and break down our point-of-view about the methodology. John Kaplan sets straight some misconceptions and misapplications about the popular qualification framework. He discusses:...
    • MEDDICC’s common misuse as a compliance tool.
    • How to properly incorporate MEDDICC as a manager.
    • Using MEDDICC throughout the entire customer engagement process.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1021falsefull    When Customers Go Darkhttps://www.spreaker.com/episode/when-customers-go-dark--58842690
    • The most common reasons why customers go dark.
    • The importance of finding the customer’s business pain.
    • Speaking to the right people in the organization.
    • Keeping track of the customer’s shifting priorities.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58842690Tue, 27 Feb 2024 08:00:02 +0000Force ManagementAll salespeople know of the frustration that comes with seeming abandonment by the customer. In today’s episode, Force Management Facilitator Diana Sheley joins us to share the action steps needed to recapture the customer’s interest. She talks about:...
    • The most common reasons why customers go dark.
    • The importance of finding the customer’s business pain.
    • Speaking to the right people in the organization.
    • Keeping track of the customer’s shifting priorities.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    619falsefull    What Makes a Sales Negotiation Differenthttps://www.spreaker.com/episode/what-makes-a-sales-negotiation-different--58743727
    • Why negotiation is a process, not an event.
    • Managing a successful ongoing relationship with the customer.
    • The need to negotiate with the individual with the ability to finalize an agreement.
    • Broadening the value of your solution.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58743727Tue, 20 Feb 2024 08:00:03 +0000Force ManagementThough training companies tend to lump negotiation skills into one bucket, sales negotiation has its own nuances that make it unique. Today, Tim Caito joins us to explain the elements that differentiate sales negotiation. He discusses: - Why...
    • Why negotiation is a process, not an event.
    • Managing a successful ongoing relationship with the customer.
    • The need to negotiate with the individual with the ability to finalize an agreement.
    • Broadening the value of your solution.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1277falsefull    Moving into a Sales Manager Rolehttps://www.spreaker.com/episode/moving-into-a-sales-manager-role--58655658
  • things you need to make sure you’re aware of before you make the jump
  • how best to communicate your wish to be a manager
  • what you need to be prepared for when you get the role

    • Don’t miss this episode!


    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58655658Tue, 13 Feb 2024 08:00:02 +0000Force ManagementAre you an individual contributor and want to move into a manager role? This podcast is a must-listen. John Kaplan runs through: - things you need to make sure you’re aware of before you make the jump - how best to communicate your wish to be a...
  • things you need to make sure you’re aware of before you make the jump
  • how best to communicate your wish to be a manager
  • what you need to be prepared for when you get the role

    • Don’t miss this episode!


    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 Apple Podcasts, Spotify, or our website.]]>    1156falsefull    Selling in a New Categoryhttps://www.spreaker.com/episode/selling-in-a-new-category--58573899
    In this episode, Brian Walsh breaks down ways you can think about your sales conversation so you’re able to drive urgency, even when you’re selling in a new category. He also runs through how to set up a test project, in order to build credibility with the customer.


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58573899Tue, 06 Feb 2024 08:00:02 +0000Force ManagementIf 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...
    In this episode, Brian Walsh breaks down ways you can think about your sales conversation so you’re able to drive urgency, even when you’re selling in a new category. He also runs through how to set up a test project, in order to build credibility with the customer.


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1299falsefull    Sales Conversations vs Business Conversationshttps://www.spreaker.com/episode/sales-conversations-vs-business-conversations--58482861
    • The mindset you need for successful business conversations.
    • Ways to hold yourself accountable for having business conversations.
    • Tips for adjusting the business conversation for finance.
    • A personal anecdote to demonstrate the importance of differentiation and influencing the Decision Criteria.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58482861Tue, 30 Jan 2024 08:00:02 +0000Force ManagementIn this episode, John Kaplan highlights the importance of business conversations as opposed to sales conversations when trying to navigate a landscape of heightened buyer scrutiny. He discusses: - The mindset you need for successful business...
    • The mindset you need for successful business conversations.
    • Ways to hold yourself accountable for having business conversations.
    • Tips for adjusting the business conversation for finance.
    • A personal anecdote to demonstrate the importance of differentiation and influencing the Decision Criteria.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1277falsefull    Three Habits You Need to Be an Elite Sellerhttps://www.spreaker.com/episode/three-habits-you-need-to-be-an-elite-seller--58407523
    • A commitment to preparation.
    • Voracious qualification.
    • Relentless accountability.


    Here are some additional resources:
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    ]]>    https://api.spreaker.com/episode/58407523Tue, 23 Jan 2024 08:00:02 +0000Force ManagementIf you want to be an elite salesperson, you need to put in the work. In this episode, John Kaplan runs through three key habits you need to execute on every deal. They are: - A commitment to preparation. - Voracious qualification. - Relentless...
    • A commitment to preparation.
    • Voracious qualification.
    • Relentless accountability.


    Here are some additional resources:
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    ]]>    892falsefull    When Leadership Changes in Your Accounthttps://www.spreaker.com/episode/when-leadership-changes-in-your-account--58311511
    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58311511Tue, 16 Jan 2024 08:00:03 +0000Force ManagementToday we are going to talk about what you do when you’re selling into an account and their leadership changes. Force Management Facilitator Diana Sheley, talks through how you should maneuver this situation, how you can leverage your Champion and how...
    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    926falsefull    Going to a Startuphttps://www.spreaker.com/episode/going-to-a-startup--58233353
    • The need to consider the four essential questions.
    • The concepts of minimum viable product (MVP) and the ideal customer profile (ICP).
    • Taking charge of your own enablement at a startup.
    • The “hundred-pound brain effect.”

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58233353Tue, 09 Jan 2024 08:00:04 +0000Force ManagementMoving to a startup presents many opportunities, but it also poses its fair share of challenges. Today, John Kaplan shares his best insights to help get you prepared for the leap. He discusses: - The need to consider the four essential questions. -...
    • The need to consider the four essential questions.
    • The concepts of minimum viable product (MVP) and the ideal customer profile (ICP).
    • Taking charge of your own enablement at a startup.
    • The “hundred-pound brain effect.”

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    923falsefull    Going After Incumbent Solutionshttps://www.spreaker.com/episode/going-after-incumbent-solutions--58115111
  • How to target the right accounts.
  • Using your differentiation to position yourself
  • How to use your proof points to tackle incumbent opportunities.

    • Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    ]]>    https://api.spreaker.com/episode/58115111Tue, 02 Jan 2024 08:00:03 +0000Force ManagementSome of you have some big sales goals as we start out the new year – those big whale accounts you’d like to attack. John Kaplan joins us on this episode to give you some motivation to go after accounts with incumbents. He covers: - How to target the...
  • How to target the right accounts.
  • Using your differentiation to position yourself
  • How to use your proof points to tackle incumbent opportunities.

    • Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    ]]>    878falsefull    The Franchise Mindsethttps://www.spreaker.com/episode/the-franchise-mindset--58115108
    Here are some additional resources:

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58115108Tue, 26 Dec 2023 08:00:03 +0000Force ManagementAs you begin to prepare for 2024, we bring you one of our most popular episodes - The Franchise Mindset. When it comes to sales planning, we encourage reps to take on what we call the sales franchise mindset. You have to view your territory as your...
    Here are some additional resources:

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    405falsefull    Looking Back to Move Forwardhttps://www.spreaker.com/episode/looking-back-to-move-forward--58053719The most elite salespeople put in the work to get better. The best way you can ensure you have a great 2024, is to take a close look at 2023. What are your regrets? What do you want to get better at? How can you improve your sales career.


    Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, helps folks increase their happiness levels in all facets of life. Join us as he explains how you can look back to move forward in an actionable way. He shares:

    • How to make sure you’re crafting the career that makes you the happiest
    • How you can assess your current career path in a way that drives change
    • Why you should ditch New Year’s Resolutions
    • How to balance money and motivation

    Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867X


    Connect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/


    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/58053719Tue, 19 Dec 2023 08:00:03 +0000Force ManagementThe most elite salespeople put in the work to get better. The best way you can ensure you have a great 2024, is to take a close look at 2023. What are your regrets? What do you want to get better at? How can you improve your sales career. Today’s...The most elite salespeople put in the work to get better. The best way you can ensure you have a great 2024, is to take a close look at 2023. What are your regrets? What do you want to get better at? How can you improve your sales career.


    Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, helps folks increase their happiness levels in all facets of life. Join us as he explains how you can look back to move forward in an actionable way. He shares:

    • How to make sure you’re crafting the career that makes you the happiest
    • How you can assess your current career path in a way that drives change
    • Why you should ditch New Year’s Resolutions
    • How to balance money and motivation

    Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867X


    Connect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/


    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    1717falsefull    Our 200th Episode: Five Habits of Elite Sellershttps://www.spreaker.com/episode/our-200th-episode-five-habits-of-elite-sellers--57976505For our 200th episode, John Kaplan gives a rundown of five habits of elite sellers.
    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/57976505Tue, 12 Dec 2023 08:00:03 +0000Force ManagementFor our 200th episode, John Kaplan gives a rundown of five habits of elite sellers. Here are some additional resources: -...For our 200th episode, John Kaplan gives a rundown of five habits of elite sellers.
    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    379falsefull    How to Use “Most Likely Alternatives” to Improve Sales Executionhttps://www.spreaker.com/episode/how-to-use-most-likely-alternatives-to-improve-sales-execution--57912494Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses:
    • The “balance of consequences” and the traps sellers fall into.
    • How MLAs help support your anchor strategy in your sales negotiations.
    • The importance of distinguishing the customer’s MLAs from the seller’s MLAs.
    • How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.
    ]]>    https://api.spreaker.com/episode/57912494Tue, 05 Dec 2023 08:00:03 +0000Force ManagementYour customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs...Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses:
    • The “balance of consequences” and the traps sellers fall into.
    • How MLAs help support your anchor strategy in your sales negotiations.
    • The importance of distinguishing the customer’s MLAs from the seller’s MLAs.
    • How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.

    Here are some additional resources:

    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:...]]>    1473falsefull    Selling to the CFOhttps://www.spreaker.com/episode/selling-to-the-cfo--57829219With increased scrutiny on spending, we are likely more aware of the influence a CFO has on our opportunities, even if we don't have access to finance in our prospect companies. Force Management's Brian Walsh runs through the key things you need to remember about this important persona as you advance your opportunities. He discusses:
    • A CFO’s role and aligning to their priorities.
    • Equipping your Champion to make the case for your solution.
    • The power of presenting multiple options.


    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/57829219Tue, 28 Nov 2023 11:50:38 +0000Force ManagementWith increased scrutiny on spending, we are likely more aware of the influence a CFO has on our opportunities, even if we don't have access to finance in our prospect companies. Force Management's Brian Walsh runs through the key things you need to...With increased scrutiny on spending, we are likely more aware of the influence a CFO has on our opportunities, even if we don't have access to finance in our prospect companies. Force Management's Brian Walsh runs through the key things you need to remember about this important persona as you advance your opportunities. He discusses:
    • A CFO’s role and aligning to their priorities.
    • Equipping your Champion to make the case for your solution.
    • The power of presenting multiple options.


    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    1246falsefullAvoiding Common MEDDICC Trapshttps://www.spreaker.com/episode/avoiding-common-meddicc-traps--57738666MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include:
    • Not getting specific enough with metrics.
    • The budget holder rarely being the Economic Buyer.
    • Trying too late to influence the Decision Criteria.
    • Drifting too far away from the Decision Process.
    • Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause.
    • Champion single-threading.
    • Not considering all potential competition.


    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/57738666Tue, 21 Nov 2023 08:00:03 +0000Force ManagementMEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include: - Not getting specific enough with metrics. -...MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include:
    • Not getting specific enough with metrics.
    • The budget holder rarely being the Economic Buyer.
    • Trying too late to influence the Decision Criteria.
    • Drifting too far away from the Decision Process.
    • Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause.
    • Champion single-threading.
    • Not considering all potential competition.


    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    1024falsefull    Closing the Sales Conversationhttps://www.spreaker.com/episode/closing-the-sales-conversation--57622077How you end a call is crucial to the progression of your deal. Today, Patrick “Paddy Mac” McLoughlin explains how to smoothly close sales calls and prepare for the next steps. He discusses:
    • Avoiding common mistakes when closing conversations.
    • The three ‘Ps’ and sending an agenda in advance.
    • Tips to improve your active listening.
    • Determining the breadth and depth of the customer’s problem.
    • Managing the clock.
    • Leveraging the post-call email.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.
    ]]>    https://api.spreaker.com/episode/57622077Tue, 14 Nov 2023 08:00:03 +0000Force ManagementHow you end a call is crucial to the progression of your deal. Today, Patrick “Paddy Mac” McLoughlin explains how to smoothly close sales calls and prepare for the next steps. He discusses: - Avoiding common mistakes when closing conversations. - The...How you end a call is crucial to the progression of your deal. Today, Patrick “Paddy Mac” McLoughlin explains how to smoothly close sales calls and prepare for the next steps. He discusses:
    • Avoiding common mistakes when closing conversations.
    • The three ‘Ps’ and sending an agenda in advance.
    • Tips to improve your active listening.
    • Determining the breadth and depth of the customer’s problem.
    • Managing the clock.
    • Leveraging the post-call email.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.
    ]]>    1014falsefull    Building a Rhythm Around Pipeline Generationhttps://www.spreaker.com/episode/building-a-rhythm-around-pipeline-generation--57536294For today’s episode, Force Management Senior Partner Paul DeMore joins us to share best practices for prospecting and driving pipeline. He discusses:
    • Having a franchise mindset.
    • Becoming multithreaded.
    • Taking accountability for your own success.
    • Getting a rhythm around prospecting.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/57536294Tue, 07 Nov 2023 08:00:03 +0000Force ManagementFor today’s episode, Force Management Senior Partner Paul DeMore joins us to share best practices for prospecting and driving pipeline. He discusses: - Having a franchise mindset. - Becoming multithreaded. - Taking accountability for your own...For today’s episode, Force Management Senior Partner Paul DeMore joins us to share best practices for prospecting and driving pipeline. He discusses:
    • Having a franchise mindset.
    • Becoming multithreaded.
    • Taking accountability for your own success.
    • Getting a rhythm around prospecting.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    906falsefull    Navigating Anchors and Trades in Sales Negotiationhttps://www.spreaker.com/episode/navigating-anchors-and-trades-in-sales-negotiation--57447177Contrary to their reputation as obstacles to the progress of deals, anchors are a great opportunity to expand value, but you must know how to respond when the opportunity arises. Today, Tim Caito speaks about the benefits anchors can bring when properly handled and how they tie into successful trading with customers. He goes into detail about:

    • The importance of having the right negotiation mindset.
    • Why anchoring can be a double-edged sword.
    • How to recognize an anchor and steps to take when you hear one.
    • Using anchors as opportunities to expand value.
    • Practicing your negotiation and trading strategy with your Champion.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.    ]]>    https://api.spreaker.com/episode/57447177Tue, 31 Oct 2023 08:00:03 +0000Force ManagementContrary to their reputation as obstacles to the progress of deals, anchors are a great opportunity to expand value, but you must know how to respond when the opportunity arises. Today, Tim Caito speaks about the benefits anchors can bring when...Contrary to their reputation as obstacles to the progress of deals, anchors are a great opportunity to expand value, but you must know how to respond when the opportunity arises. Today, Tim Caito speaks about the benefits anchors can bring when properly handled and how they tie into successful trading with customers. He goes into detail about:

    • The importance of having the right negotiation mindset.
    • Why anchoring can be a double-edged sword.
    • How to recognize an anchor and steps to take when you hear one.
    • Using anchors as opportunities to expand value.
    • Practicing your negotiation and trading strategy with your Champion.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.    ]]>    2258false194full    Finding Your Motivation as a Sellerhttps://www.spreaker.com/episode/finding-your-motivation-as-a-seller--57357039The never-ending grind and numerous pressures of work life can take their toll, particularly when you’re chasing after a revenue number quarter after quarter. If this resonates with you, you’re in luck. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopolis, helps folks increase their happiness levels in all facets of life. Join us as he explains why a positive mindset is key to being a well-rounded salesperson. Pouli discusses:
    • The need to care for yourself before caring for others.
    • Combating negativity bias with uplifting thoughts.
    • Focusing on what you can control.
    • The “happiness pie chart” and the three science-backed components of motivation.
    • Ways to increase your happiness and motivation over time.

    Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867X


    Connect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/


    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/57357039Tue, 24 Oct 2023 08:00:03 +0000Force ManagementThe never-ending grind and numerous pressures of work life can take their toll, particularly when you’re chasing after a revenue number quarter after quarter. If this resonates with you, you’re in luck. Today’s special guest, Force Management...The never-ending grind and numerous pressures of work life can take their toll, particularly when you’re chasing after a revenue number quarter after quarter. If this resonates with you, you’re in luck. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopolis, helps folks increase their happiness levels in all facets of life. Join us as he explains why a positive mindset is key to being a well-rounded salesperson. Pouli discusses:
    • The need to care for yourself before caring for others.
    • Combating negativity bias with uplifting thoughts.
    • Focusing on what you can control.
    • The “happiness pie chart” and the three science-backed components of motivation.
    • Ways to increase your happiness and motivation over time.

    Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867X


    Connect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/


    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1303falsefull    How to Resist Customer Pressure for the Demohttps://www.spreaker.com/episode/how-to-resist-customer-pressure-for-the-demo--57226811How do you respond when your customer is eager for a demo? Brian Walsh shares some tips to help you navigate this scenario. He covers:
    • Evaluating the strategic value of an opportunity.
    • How to tactfully begin a demo with discovery.
    • Making use of your other relationships in the account.
    • Knowing when to walk away.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/57226811Tue, 17 Oct 2023 08:00:03 +0000Force ManagementHow do you respond when your customer is eager for a demo? Brian Walsh shares some tips to help you navigate this scenario. He covers: - Evaluating the strategic value of an opportunity. - How to tactfully begin a demo with discovery. - Making use of...How do you respond when your customer is eager for a demo? Brian Walsh shares some tips to help you navigate this scenario. He covers:
    • Evaluating the strategic value of an opportunity.
    • How to tactfully begin a demo with discovery.
    • Making use of your other relationships in the account.
    • Knowing when to walk away.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    988falsefull    Being an Effective Sales Coachhttps://www.spreaker.com/episode/being-an-effective-sales-coach--57169553For sales leaders, the skills needed to be a successful coach cannot be taken for granted. Today, Brian Walsh describes how sales leaders can help their reps sell to the best of their ability through effective enablement coaching. He discusses:
    • The mindset necessary to be a great coach.
    • Putting your reps in a position to grow independently.
    • Providing your reps a safe space to practice.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/57169553Tue, 10 Oct 2023 08:00:03 +0000Force ManagementFor sales leaders, the skills needed to be a successful coach cannot be taken for granted. Today, Brian Walsh describes how sales leaders can help their reps sell to the best of their ability through effective enablement coaching. He discusses: - The...For sales leaders, the skills needed to be a successful coach cannot be taken for granted. Today, Brian Walsh describes how sales leaders can help their reps sell to the best of their ability through effective enablement coaching. He discusses:
    • The mindset necessary to be a great coach.
    • Putting your reps in a position to grow independently.
    • Providing your reps a safe space to practice.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    908falsefull    Expanding the Sales Conversationhttps://www.spreaker.com/episode/expanding-the-sales-conversation--56991592The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses:
    • The four major mental obstacles that prevent salespeople from properly expanding their deals.
    • Putting the customer first.
    • Using “decision points” to assess who will be impacted by your solution.
    • Differentiating not only what you sell, but how you sell.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56991592Tue, 03 Oct 2023 08:00:02 +0000Force ManagementThe more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses: - The four major mental obstacles that prevent salespeople from properly...The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses:
    • The four major mental obstacles that prevent salespeople from properly expanding their deals.
    • Putting the customer first.
    • Using “decision points” to assess who will be impacted by your solution.
    • Differentiating not only what you sell, but how you sell.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    893falsefull    Uncovering Business Painhttps://www.spreaker.com/episode/uncovering-business-pain--56917854Finding the customer’s pain is a crucial aspect to successful selling and is one of our most common requests. Today, Patrick McLoughlin joins us for a quick yet meaningful discussion about uncovering business pain. He talks about:
    • Maintaining a high level of curiosity.
    • Determining the breadth and depth of the customer’s problem.
    • Pitfalls to avoid in the pursuit to uncover pain.
    • Knowing whether or not you’ve uncovered enough pain to qualify the deal and move forward.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56917854Tue, 26 Sep 2023 08:00:03 +0000Force ManagementFinding the customer’s pain is a crucial aspect to successful selling and is one of our most common requests. Today, Patrick McLoughlin joins us for a quick yet meaningful discussion about uncovering business pain. He talks about: - Maintaining a...Finding the customer’s pain is a crucial aspect to successful selling and is one of our most common requests. Today, Patrick McLoughlin joins us for a quick yet meaningful discussion about uncovering business pain. He talks about:
    • Maintaining a high level of curiosity.
    • Determining the breadth and depth of the customer’s problem.
    • Pitfalls to avoid in the pursuit to uncover pain.
    • Knowing whether or not you’ve uncovered enough pain to qualify the deal and move forward.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    939falsefull    The Small Things that Make a Difference in Saleshttps://www.spreaker.com/episode/the-small-things-that-make-a-difference-in-sales--56844931Today, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers:
    • The significance of non-verbal communication.
    • Emotional awareness.
    • “The power of the pause”—giving the customer space to think and speak.
    • Her “above the line/below the line” strategy for active listening.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56844931Tue, 19 Sep 2023 08:00:03 +0000Force ManagementToday, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers: - The significance of non-verbal communication. - Emotional awareness. - “The power of...Today, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers:
    • The significance of non-verbal communication.
    • Emotional awareness.
    • “The power of the pause”—giving the customer space to think and speak.
    • Her “above the line/below the line” strategy for active listening.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1004falsefull    Leading With Purposehttps://www.spreaker.com/episode/leading-with-purpose--56755839No matter the size of your team, it is important that you lead in a way that motivates action. Today, Brian Walsh explains how to lead with purpose. He discusses:
    • Building active consensus as a leader.
    • The need to provide the ‘why’ and communicate the ‘how’.
    • Leading from the front and holding people accountable.
    • Mistakes that leaders often make when trying to lead with purpose.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56755839Tue, 12 Sep 2023 08:00:02 +0000Force ManagementNo matter the size of your team, it is important that you lead in a way that motivates action. Today, Brian Walsh explains how to lead with purpose. He discusses: - Building active consensus as a leader. - The need to provide the ‘why’ and...No matter the size of your team, it is important that you lead in a way that motivates action. Today, Brian Walsh explains how to lead with purpose. He discusses:
    • Building active consensus as a leader.
    • The need to provide the ‘why’ and communicate the ‘how’.
    • Leading from the front and holding people accountable.
    • Mistakes that leaders often make when trying to lead with purpose.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    924falsefull    The Right Mindset for Sales Negotiationshttps://www.spreaker.com/episode/the-right-mindset-for-sales-negotiations--56684953Tim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about:
    • Why the right negotiation mindset is so vital.
    • Why negotiation is an ongoing process that doesn’t end once the deal is closed.
    • Approaching internal negotiations versus external negotiations.
    • Keeping the customer focused on value rather than price.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56684953Tue, 05 Sep 2023 08:00:03 +0000Force ManagementTim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about: - Why the right negotiation mindset is so vital. - Why negotiation is an ongoing process that doesn’t end once the deal is...Tim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about:
    • Why the right negotiation mindset is so vital.
    • Why negotiation is an ongoing process that doesn’t end once the deal is closed.
    • Approaching internal negotiations versus external negotiations.
    • Keeping the customer focused on value rather than price.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1635falsefull    Three Common Sales Challengeshttps://www.spreaker.com/episode/three-common-sales-challenges--56589201In this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses:
    • Getting your buyer to rethink the way to address their problems after you’ve entered the account later on in their decision process. (01:34)
    • What to do if you don’t have access to the Economic Buyer. (9:26)
    • How to identify and develop a Champion. (14:12)

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56589201Tue, 29 Aug 2023 08:00:03 +0000Force ManagementIn this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses: - Getting your buyer to rethink the way to address their problems after you’ve entered the...In this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses:
    • Getting your buyer to rethink the way to address their problems after you’ve entered the account later on in their decision process. (01:34)
    • What to do if you don’t have access to the Economic Buyer. (9:26)
    • How to identify and develop a Champion. (14:12)

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1440falsefull    Shifting the Negotiation Away From Pricehttps://www.spreaker.com/episode/shifting-the-negotiation-away-from-price--56546973Regardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes over:
    • Why your customer fixates on price.
    • The three words to refocus your customer on value.
    • The value of presenting multiple options.
    • How a Champion can help you navigate the tricky late stages of a deal.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56546973Tue, 22 Aug 2023 08:00:03 +0000Force ManagementRegardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes...Regardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes over:
    • Why your customer fixates on price.
    • The three words to refocus your customer on value.
    • The value of presenting multiple options.
    • How a Champion can help you navigate the tricky late stages of a deal.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1820falsefull    Asking for Helphttps://www.spreaker.com/episode/asking-for-help--56466583Even the most elite of reps know they can’t always go it alone. Brian Walsh joins us to discuss the merits of asking for help. He goes over:
    • Bringing in the right resources at the right time.
    • Helping others to help you.
    • Using your company’s documented engagement process.
    • Using the help you receive to level up your own skills.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56466583Tue, 15 Aug 2023 08:00:02 +0000Force ManagementEven the most elite of reps know they can’t always go it alone. Brian Walsh joins us to discuss the merits of asking for help. He goes over: - Bringing in the right resources at the right time. - Helping others to help you. - Using your company’s...Even the most elite of reps know they can’t always go it alone. Brian Walsh joins us to discuss the merits of asking for help. He goes over:
    • Bringing in the right resources at the right time.
    • Helping others to help you.
    • Using your company’s documented engagement process.
    • Using the help you receive to level up your own skills.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    840falsefull    Gaining Commitmentshttps://www.spreaker.com/episode/gaining-commitments--56395560Gaining commitments is an important component to moving a deal forward in a timely manner. Antonella O’Day shares best practices to help you obtain buy-in for critical parts of your deal. She discusses:
    • Gaining time commitments.
    • Getting the other party to engage further.
    • Obtaining commitment from a Champion for access to key individuals in the buying company.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56395560Tue, 08 Aug 2023 08:00:02 +0000Force ManagementGaining commitments is an important component to moving a deal forward in a timely manner. Antonella O’Day shares best practices to help you obtain buy-in for critical parts of your deal. She discusses: - Gaining time commitments. - Getting the other...Gaining commitments is an important component to moving a deal forward in a timely manner. Antonella O’Day shares best practices to help you obtain buy-in for critical parts of your deal. She discusses:
    • Gaining time commitments.
    • Getting the other party to engage further.
    • Obtaining commitment from a Champion for access to key individuals in the buying company.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    944falsefull    Tips for More Valuable Sales Meetingshttps://www.spreaker.com/episode/tips-for-more-valuable-sales-meetings--56312607For this episode we’ve pulled together some of the most helpful insights from our experts at Force Management regarding executing successful sales calls. We feature snippets from Antonella O’Day, Brian Walsh, and John Kaplan.


    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56312607Tue, 01 Aug 2023 08:00:03 +0000Force ManagementFor this episode we’ve pulled together some of the most helpful insights from our experts at Force Management regarding executing successful sales calls. We feature snippets from Antonella O’Day, Brian Walsh, and John Kaplan. Here are some...For this episode we’ve pulled together some of the most helpful insights from our experts at Force Management regarding executing successful sales calls. We feature snippets from Antonella O’Day, Brian Walsh, and John Kaplan.


    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    2069falsefull    Negotiating Value: Presenting Multiple Optionshttps://www.spreaker.com/episode/negotiating-value-presenting-multiple-options--56190260For this episode, Tim Caito joins us to explain how and why you should present your buyer with multiple options during the sales process. He talks about:
    • The mindset you need to be a great sales negotiator.
    • Keeping the focus on value.
    • How presenting multiple options in the right way can help you avoid falling into Seller Deficit Disorder.
    • Helping your customer feel that they are making the right decision.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56190260Tue, 25 Jul 2023 08:00:03 +0000Force ManagementFor this episode, Tim Caito joins us to explain how and why you should present your buyer with multiple options during the sales process. He talks about: - The mindset you need to be a great sales negotiator. - Keeping the focus on value. - How...For this episode, Tim Caito joins us to explain how and why you should present your buyer with multiple options during the sales process. He talks about:
    • The mindset you need to be a great sales negotiator.
    • Keeping the focus on value.
    • How presenting multiple options in the right way can help you avoid falling into Seller Deficit Disorder.
    • Helping your customer feel that they are making the right decision.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    2075falsefull    Commonly Asked Questions About Championshttps://www.spreaker.com/episode/commonly-asked-questions-about-champions--56111311We receive numerous questions about Champions on our online platform Ascender. Patrick McLoughlin joins us for today’s episode to answer several of them. He goes over:
    • The definition of a Champion.
    • The best time to start building a Champion, and where to look for one.
    • Nurturing your relationship with a Champion.
    • How to turn a Coach into a Champion.
    • Using your Champion to push toward a Collective Yes.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/56111311Tue, 18 Jul 2023 08:00:02 +0000Force ManagementWe receive numerous questions about Champions on our online platform Ascender. Patrick McLoughlin joins us for today’s episode to answer several of them. He goes over: - The definition of a Champion. - The best time to start building a Champion, and...We receive numerous questions about Champions on our online platform Ascender. Patrick McLoughlin joins us for today’s episode to answer several of them. He goes over:
    • The definition of a Champion.
    • The best time to start building a Champion, and where to look for one.
    • Nurturing your relationship with a Champion.
    • How to turn a Coach into a Champion.
    • Using your Champion to push toward a Collective Yes.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    982falsefull    Finding Your Next Sales Jobhttps://www.spreaker.com/episode/finding-your-next-sales-job--55625910
    This episode is for those seeking a new sales role. Antonella O’Day joins us to share considerations for your job search. She discusses:

    • How to know when it’s time to leave a company.
    • The importance of communicating problems with your current manager.
    • Considerations when it comes to money.
    • What to look for when assessing a new sales role.
    • Determining if you and a potential new manager will be a good match.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/55625910Tue, 11 Jul 2023 08:00:02 +0000Force ManagementThis episode is for those seeking a new sales role. Antonella O’Day joins us to share considerations for your job search. She discusses: - How to know when it’s time to leave a company. - The importance of communicating problems with your current...
    This episode is for those seeking a new sales role. Antonella O’Day joins us to share considerations for your job search. She discusses:

    • How to know when it’s time to leave a company.
    • The importance of communicating problems with your current manager.
    • Considerations when it comes to money.
    • What to look for when assessing a new sales role.
    • Determining if you and a potential new manager will be a good match.

    Here are some additional resources:


    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 Apple Podcasts, Spotify, or our website.]]>    1288falsefull    Looking for a New Sales Role? Join us at our Networking Nighthttps://www.spreaker.com/episode/looking-for-a-new-sales-role-join-us-at-our-networking-night--56029321
    Date: Wednesday, July 12th
    Time: 6-7pm ET
    Registration Link: https://www.ascender.co/job-seeker-sign-ups

    Confirmed companies include:
    • Extend
    • Figma
    • Blink
    • Thompson Safety
    • Corelight
    • ShowPad
    • Catchpoint
    • Springboard
    • Logicsource
    • Paddle
    • Agiloft
    • SingleOps



    Fill out the form to save your spot in a breakout room. Have questions about the event? Email community@ascender.co.]]>    https://api.spreaker.com/episode/56029321Fri, 07 Jul 2023 17:26:36 +0000Force ManagementJoin us for Networking Night hosted by Ascender by Force Management. The aim for this event is to allow job seekers to network with hiring managers who have open roles they're looking to fill right now. Date: Wednesday, July 12th Time: 6-7pm ET...
    Date: Wednesday, July 12th
    Time: 6-7pm ET
    Registration Link: https://www.ascender.co/job-seeker-sign-ups

    Confirmed companies include:
    • Extend
    • Figma
    • Blink
    • Thompson Safety
    • Corelight
    • ShowPad
    • Catchpoint
    • Springboard
    • Logicsource
    • Paddle
    • Agiloft
    • SingleOps



    Fill out the form to save your spot in a breakout room. Have questions about the event? Email community@ascender.co.]]>    59falsefull    Aligning With Your Championhttps://www.spreaker.com/episode/aligning-with-your-champion--54837772We frequently discuss identifying, developing and testing Champions. Today, we’re talking about staying aligned with your Champion throughout the sales process. Brian Walsh joins us to share his unique insight. He covers:
    • The need to maintain a low self-orientation.
    • “Big-r” versus “little-r” relationships.
    • Agreeing on a combined timeline with your Champion.
    • The ill-advised “check-in.”
    • Giving your Champion the credit they deserve.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/54837772Tue, 27 Jun 2023 08:00:03 +0000Force ManagementWe frequently discuss identifying, developing and testing Champions. Today, we’re talking about staying aligned with your Champion throughout the sales process. Brian Walsh joins us to share his unique insight. He covers: - The need to maintain a low...We frequently discuss identifying, developing and testing Champions. Today, we’re talking about staying aligned with your Champion throughout the sales process. Brian Walsh joins us to share his unique insight. He covers:
    • The need to maintain a low self-orientation.
    • “Big-r” versus “little-r” relationships.
    • Agreeing on a combined timeline with your Champion.
    • The ill-advised “check-in.”
    • Giving your Champion the credit they deserve.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1416falsefull    The First Meetinghttps://www.spreaker.com/episode/the-first-meeting--54461286The first meeting with a customer is typically hard-won, so you want to get it right. It will lay the foundation of not only your relationship with the individual you speak to, but the balance of your deal. Antonella O’Day shares tips to set you up for a successful first meeting. She covers:
    • The goal of the first meeting and how to prepare.
    • Sending an agenda in advance.
    • Opening up a cagey customer.
    • “Managing the clock” during the meeting.
    • Taking command of the next steps.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/54461286Tue, 20 Jun 2023 08:00:02 +0000Force ManagementThe first meeting with a customer is typically hard-won, so you want to get it right. It will lay the foundation of not only your relationship with the individual you speak to, but the balance of your deal. Antonella O’Day shares tips to set you up...The first meeting with a customer is typically hard-won, so you want to get it right. It will lay the foundation of not only your relationship with the individual you speak to, but the balance of your deal. Antonella O’Day shares tips to set you up for a successful first meeting. She covers:
    • The goal of the first meeting and how to prepare.
    • Sending an agenda in advance.
    • Opening up a cagey customer.
    • “Managing the clock” during the meeting.
    • Taking command of the next steps.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    1159falsefull    Using Metrics Effectively in Your Sales Conversationshttps://www.spreaker.com/episode/using-metrics-effectively-in-your-sales-conversations--54157486Many reps struggle with metrics. The challenge usually comes from not knowing the proper way to apply metrics to their sales conversations. In this quick episode, John Kaplan shares pointers on how to make effective use of metrics. He discusses:
    • What metrics are and why they matter.
    • How to speak about metrics in a way that is relevant to the higher-ups of an organization.
    • The value in visualizing the buying organization as a house.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/54157486Tue, 13 Jun 2023 08:00:02 +0000Force ManagementMany reps struggle with metrics. The challenge usually comes from not knowing the proper way to apply metrics to their sales conversations. In this quick episode, John Kaplan shares pointers on how to make effective use of metrics. He discusses: -...Many reps struggle with metrics. The challenge usually comes from not knowing the proper way to apply metrics to their sales conversations. In this quick episode, John Kaplan shares pointers on how to make effective use of metrics. He discusses:
    • What metrics are and why they matter.
    • How to speak about metrics in a way that is relevant to the higher-ups of an organization.
    • The value in visualizing the buying organization as a house.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    466falsefull    Researching Your Competitionhttps://www.spreaker.com/episode/researching-your-competition--54103511When you’re trying to close your pipeline, you don’t want a competitor to derail your deal. How do you stay on top of your differentiation and what the competition is doing? How much should you focus on your competition?


    Antonella O’Day joins Rachel Clapp Miller for a conversation on competitors. She talks about:
    • How to best understand your competitor
    • The must-have information you need to know and the nice-to-know information
    • How to avoid providing “air time” for your competitor in the sales conversations

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/54103511Tue, 06 Jun 2023 08:00:02 +0000Force ManagementWhen you’re trying to close your pipeline, you don’t want a competitor to derail your deal. How do you stay on top of your differentiation and what the competition is doing? How much should you focus on your competition? Antonella O’Day joins Rachel...When you’re trying to close your pipeline, you don’t want a competitor to derail your deal. How do you stay on top of your differentiation and what the competition is doing? How much should you focus on your competition?


    Antonella O’Day joins Rachel Clapp Miller for a conversation on competitors. She talks about:
    • How to best understand your competitor
    • The must-have information you need to know and the nice-to-know information
    • How to avoid providing “air time” for your competitor in the sales conversations

    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 Apple Podcasts, Spotify, or our website.]]>    1001falsefull    Own the Next Step in Your Sales Meetingshttps://www.spreaker.com/episode/own-the-next-step-in-your-sales-meetings--54011399It is critical for reps to take command of the next step in sales conversations. Today, Brian Walsh walks us through best practices when it comes to transitioning to the next stage of a sales process.


    He talks about:
    • How best to prepare for the next step.
    • Positioning yourself before your prospect as a partner as you embark upon the next stage of your journey.
    • The benefit of briefing your customer prior to meetings.
    • Being able to adjust on the fly in case things do not go as intended.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/54011399Tue, 30 May 2023 08:00:02 +0000Force ManagementIt is critical for reps to take command of the next step in sales conversations. Today, Brian Walsh walks us through best practices when it comes to transitioning to the next stage of a sales process. He talks about: - How best to prepare for the...It is critical for reps to take command of the next step in sales conversations. Today, Brian Walsh walks us through best practices when it comes to transitioning to the next stage of a sales process.


    He talks about:
    • How best to prepare for the next step.
    • Positioning yourself before your prospect as a partner as you embark upon the next stage of your journey.
    • The benefit of briefing your customer prior to meetings.
    • Being able to adjust on the fly in case things do not go as intended.

    Here are some additional resources:

    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 Apple Podcasts, Spotify, or our website.]]>    904falsefull    When to Talk About Your Solutionhttps://www.spreaker.com/episode/when-to-talk-about-your-solution--53929931In a discovery session, there comes an inevitable point when the customer asks you to talk about yourself or your solution. When this happens, the last thing you want to do is say too much. Brian Walsh discusses the need to minimize your own input and connect everything you say to issues relevant to the customer. He covers:
    • The basic principles to follow when it comes to talking about yourself in a deal.
    • Determining and conveying the problems you solve and the outcomes you drive toward.
    • Pointing the conversation back to the direction of the customer.
    • The importance of confidence.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53929931Tue, 23 May 2023 08:00:04 +0000Force ManagementIn a discovery session, there comes an inevitable point when the customer asks you to talk about yourself or your solution. When this happens, the last thing you want to do is say too much. Brian Walsh discusses the need to minimize your own input and...In a discovery session, there comes an inevitable point when the customer asks you to talk about yourself or your solution. When this happens, the last thing you want to do is say too much. Brian Walsh discusses the need to minimize your own input and connect everything you say to issues relevant to the customer. He covers:
    • The basic principles to follow when it comes to talking about yourself in a deal.
    • Determining and conveying the problems you solve and the outcomes you drive toward.
    • Pointing the conversation back to the direction of the customer.
    • The importance of confidence.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    1231falsefull    Selling a Pilot Projecthttps://www.spreaker.com/episode/selling-a-pilot-project--53877151Ever 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 pilot project.
    • Ways to increase the likelihood that a pilot project will lead to a permanent solution.
    • Getting your customer to see the benefits of the metrics.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53877151Tue, 16 May 2023 08:00:03 +0000Force ManagementEver 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...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 pilot project.
    • Ways to increase the likelihood that a pilot project will lead to a permanent solution.
    • Getting your customer to see the benefits of the metrics.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    1080falsefull    Overcoming Discovery Resistance With Storieshttps://www.spreaker.com/episode/overcoming-discovery-resistance-with-stories--53781910Clients are often reluctant to open up to reps, but our special guest Rob Stenberg explains how you can use storytelling to break through that barrier. He discusses:
    • Why storytelling is so effective.
    • When in your sales process to incorporate stories.
    • How to practice and prepare stories that resonate
    • How to use stories to encourage your customer to “stay in discovery”

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.
    ]]>    https://api.spreaker.com/episode/53781910Tue, 09 May 2023 08:00:02 +0000Force ManagementClients are often reluctant to open up to reps, but our special guest Rob Stenberg explains how you can use storytelling to break through that barrier. He discusses: - Why storytelling is so effective. - When in your sales process to incorporate...Clients are often reluctant to open up to reps, but our special guest Rob Stenberg explains how you can use storytelling to break through that barrier. He discusses:
    • Why storytelling is so effective.
    • When in your sales process to incorporate stories.
    • How to practice and prepare stories that resonate
    • How to use stories to encourage your customer to “stay in discovery”

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.
    ]]>    1515falsefull    Managing Sales Leader Deficit Disorderhttps://www.spreaker.com/episode/managing-sales-leader-deficit-disorder--53710802You want to work for a company that equips its sellers for success. We often speak about Seller Deficit Disorder, with which reps fail to listen to—and understand the problems of—their customers, but in this episode, we discuss the lesser-known Sales Leader Deficit Disorder with our special guest, Force Management Senior Director of Facilitation Brian Walsh. He shares advice about:
    • Picking a great company to work for.
    • What steps to take if you find yourself working for a manager with Sales Leader Deficit Disorder.
    • What to do if you feel you’ve been at a company or in a particular role for too long.
    • How to salvage a relationship with a sales leader.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53710802Tue, 02 May 2023 08:00:02 +0000Force ManagementYou want to work for a company that equips its sellers for success. We often speak about Seller Deficit Disorder, with which reps fail to listen to—and understand the problems of—their customers, but in this episode, we discuss the lesser-known Sales...You want to work for a company that equips its sellers for success. We often speak about Seller Deficit Disorder, with which reps fail to listen to—and understand the problems of—their customers, but in this episode, we discuss the lesser-known Sales Leader Deficit Disorder with our special guest, Force Management Senior Director of Facilitation Brian Walsh. He shares advice about:
    • Picking a great company to work for.
    • What steps to take if you find yourself working for a manager with Sales Leader Deficit Disorder.
    • What to do if you feel you’ve been at a company or in a particular role for too long.
    • How to salvage a relationship with a sales leader.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    1283falsefull    Influencing the Decision Criteriahttps://www.spreaker.com/episode/influencing-the-decision-criteria--53633305Your customer’s decision criteria are great indicators of your chances of success in a deal. Thankfully, you have the power to mold the decision criteria to fit your own unique differentiators. Tim Caito joins us to explain how to influence the decision criteria in a manner that favors you. He discusses:
    • Common mistakes reps make when trying to change the decision criteria.
    • The difference between decision criteria and desired outcomes.
    • The need to identify the customer’s biggest business pain when attempting to influence the decision criteria.

    Here are some additional resources:    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53633305Tue, 25 Apr 2023 08:00:03 +0000Force ManagementYour customer’s decision criteria are great indicators of your chances of success in a deal. Thankfully, you have the power to mold the decision criteria to fit your own unique differentiators. Tim Caito joins us to explain how to influence the...Your customer’s decision criteria are great indicators of your chances of success in a deal. Thankfully, you have the power to mold the decision criteria to fit your own unique differentiators. Tim Caito joins us to explain how to influence the decision criteria in a manner that favors you. He discusses:
    • Common mistakes reps make when trying to change the decision criteria.
    • The difference between decision criteria and desired outcomes.
    • The need to identify the customer’s biggest business pain when attempting to influence the decision criteria.

    Here are some additional resources:    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our     1440falsefull    Identifying the Economic Buyerhttps://www.spreaker.com/episode/identifying-the-economic-buyer--53559146Though you might have incorporated MEDDICC into your sales process, you, like many new adherents of the methodology, may find difficulty figuring out the E: Economic Buyer. A common challenge is determining who exactly the Economic Buyer is and whether or not there is more than one in a deal, particularly a complex one. Force Management Senior Facilitator Brian Walsh joins us to clarify a bit of the mystery that surrounds the Economic Buyer. He covers:

    Here are some additional resources:    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/53559146Tue, 18 Apr 2023 08:00:07 +0000Force ManagementThough you might have incorporated MEDDICC into your sales process, you, like many new adherents of the methodology, may find difficulty figuring out the E: Economic Buyer. A common challenge is determining who exactly the Economic Buyer is and...Though you might have incorporated MEDDICC into your sales process, you, like many new adherents of the methodology, may find difficulty figuring out the E: Economic Buyer. A common challenge is determining who exactly the Economic Buyer is and whether or not there is more than one in a deal, particularly a complex one. Force Management Senior Facilitator Brian Walsh joins us to clarify a bit of the mystery that surrounds the Economic Buyer. He covers:
    • Why there is typically only one Economic Buyer in an account.
    • Key traits to look for when trying to identify the Economic Buyer.
    • How to respond if there is a new Economic Buyer in your deal.
    • How to request the help you need as you navigate your deal.

    Here are some additional resources:    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    2130falsefullBuilding a Culture of Productivity and Transparencyhttps://www.spreaker.com/episode/building-a-culture-of-productivity-and-transparency--53471563A negative atmosphere can hinder a sales team’s prospects of success. It is incumbent on leaders to create an environment of openness in which everyone feels free to share their ideas, contributing to the team’s overall benefit. In this episode, Antonella discusses steps that leaders can take to foster a productive team culture through transparency. She covers:
    • The importance of candidness within a sales team.
    • Providing clear expectations for reps.
    • Minimizing distractions so that sellers can execute to the best of their ability.
    • Giving and receiving feedback as a leader.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53471563Tue, 11 Apr 2023 08:00:02 +0000Force ManagementA negative atmosphere can hinder a sales team’s prospects of success. It is incumbent on leaders to create an environment of openness in which everyone feels free to share their ideas, contributing to the team’s overall benefit. In this episode,...A negative atmosphere can hinder a sales team’s prospects of success. It is incumbent on leaders to create an environment of openness in which everyone feels free to share their ideas, contributing to the team’s overall benefit. In this episode, Antonella discusses steps that leaders can take to foster a productive team culture through transparency. She covers:
    • The importance of candidness within a sales team.
    • Providing clear expectations for reps.
    • Minimizing distractions so that sellers can execute to the best of their ability.
    • Giving and receiving feedback as a leader.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    671falsefull    Building Alignment in Your Prospect Organizationhttps://www.spreaker.com/episode/building-alignment-in-your-prospect-organization--53405012You are likely to come across buying organizations with conflicting priorities. It can be a real challenge to get people in different parts of a company to agree on a path on which to move forward. John Kaplan explains how you can set about getting various departments of a company on the same page. He discusses:
    • Keeping people focused on the “why.”
    • The role that Champions play in achieving a “Collective Yes.”
    • Building a “What We Heard” slide with your Champion to fight Seller Deficit Disorder.
    • What to do if you are without a Champion in an account.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53405012Tue, 04 Apr 2023 08:00:02 +0000Force ManagementYou are likely to come across buying organizations with conflicting priorities. It can be a real challenge to get people in different parts of a company to agree on a path on which to move forward. John Kaplan explains how you can set about getting...You are likely to come across buying organizations with conflicting priorities. It can be a real challenge to get people in different parts of a company to agree on a path on which to move forward. John Kaplan explains how you can set about getting various departments of a company on the same page. He discusses:
    • Keeping people focused on the “why.”
    • The role that Champions play in achieving a “Collective Yes.”
    • Building a “What We Heard” slide with your Champion to fight Seller Deficit Disorder.
    • What to do if you are without a Champion in an account.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    558falsefull    Deal Coaching: How to Get Your Reps to Ask for Morehttps://www.spreaker.com/episode/deal-coaching-how-to-get-your-reps-to-ask-for-more--53325307Here’s a great episode for both reps and sales leaders.


    Salespeople are typically unenthused by the prospect of deal reviews, but they are a great opportunity for leaders to help their sellers identify strengths and weaknesses in their opportunities and get deals over the line. Antonella O’Day joins us to discuss what sales managers can do to help themselves and their reps maximize the benefit of deal review sessions. She provides guidance about:
    • How managers can get reps to see the value in deal reviews.
    • Ways that managers can educate themselves on an account in preparation for a deal review.
    • How reps can equip their manager with the information they need for a deal review.
    • Looking at a deal review as a collaboration rather than an inspection.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.
    ]]>    https://api.spreaker.com/episode/53325307Tue, 28 Mar 2023 08:00:03 +0000Force ManagementHere’s a great episode for both reps and sales leaders. Salespeople are typically unenthused by the prospect of deal reviews, but they are a great opportunity for leaders to help their sellers identify strengths and weaknesses in their opportunities...Here’s a great episode for both reps and sales leaders.


    Salespeople are typically unenthused by the prospect of deal reviews, but they are a great opportunity for leaders to help their sellers identify strengths and weaknesses in their opportunities and get deals over the line. Antonella O’Day joins us to discuss what sales managers can do to help themselves and their reps maximize the benefit of deal review sessions. She provides guidance about:
    • How managers can get reps to see the value in deal reviews.
    • Ways that managers can educate themselves on an account in preparation for a deal review.
    • How reps can equip their manager with the information they need for a deal review.
    • Looking at a deal review as a collaboration rather than an inspection.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.
    ]]>    849falsefull    Dealing With Changes in Leadershiphttps://www.spreaker.com/episode/dealing-with-changes-in-leadership--53240854Changes are inevitable, and, in particular, changes in leadership occur quite frequently. John Kaplan explains how to adjust to a new sales leader. He discusses:
    • Maintaining your focus when teams around you are being restructured.
    • Adapting to a new sales style imposed by new leadership while still making it your own.
    • Handling leadership changes in departments outside of your own that still affect you.
    • The responsibility of sales leaders to help their teams understand a change.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53240854Tue, 21 Mar 2023 08:00:03 +0000Force ManagementChanges are inevitable, and, in particular, changes in leadership occur quite frequently. John Kaplan explains how to adjust to a new sales leader. He discusses: - Maintaining your focus when teams around you are being restructured. - Adapting to a...Changes are inevitable, and, in particular, changes in leadership occur quite frequently. John Kaplan explains how to adjust to a new sales leader. He discusses:
    • Maintaining your focus when teams around you are being restructured.
    • Adapting to a new sales style imposed by new leadership while still making it your own.
    • Handling leadership changes in departments outside of your own that still affect you.
    • The responsibility of sales leaders to help their teams understand a change.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    511falsefull    How to Engage Other Departments in Your Sales Processhttps://www.spreaker.com/episode/how-to-engage-other-departments-in-your-sales-process--53184440Salespeople must be multi-threaded with their opportunities. Make an effort to connect to as many relevant stakeholders in the buying company as possible. John Kaplan explains steps you can take to reach key individuals in other departments of your prospect’s organization. He gives advice about:
    • Connecting technical capabilities to business outcomes.
    • Landing meetings with key stakeholders of other departments.
    • Using the Three Ps—Purpose, Process and Payoff—to maximize conversations with high-ranking individuals in the buying organization.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53184440Tue, 14 Mar 2023 08:00:03 +0000Force ManagementSalespeople must be multi-threaded with their opportunities. Make an effort to connect to as many relevant stakeholders in the buying company as possible. John Kaplan explains steps you can take to reach key individuals in other departments of your...Salespeople must be multi-threaded with their opportunities. Make an effort to connect to as many relevant stakeholders in the buying company as possible. John Kaplan explains steps you can take to reach key individuals in other departments of your prospect’s organization. He gives advice about:
    • Connecting technical capabilities to business outcomes.
    • Landing meetings with key stakeholders of other departments.
    • Using the Three Ps—Purpose, Process and Payoff—to maximize conversations with high-ranking individuals in the buying organization.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    529falsefull    Seizing Opportunities in a Slow Sales Environmenthttps://www.spreaker.com/episode/seizing-opportunities-in-a-slow-sales-environment--53084650Many sellers are feeling strain from the current state of the economy. Many reps are struggling to figure out the proper action steps to take in the midst of the challenges of the current environment. John Kaplan discusses ways to prevail through today’s economic headwinds. He talks about:
    • The need to focus on what you can control.
    • Staying committed to the fundamentals.
    • Finding resilience during tough times.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/53084650Tue, 07 Mar 2023 08:00:02 +0000Force ManagementMany sellers are feeling strain from the current state of the economy. Many reps are struggling to figure out the proper action steps to take in the midst of the challenges of the current environment. John Kaplan discusses ways to prevail through...Many sellers are feeling strain from the current state of the economy. Many reps are struggling to figure out the proper action steps to take in the midst of the challenges of the current environment. John Kaplan discusses ways to prevail through today’s economic headwinds. He talks about:
    • The need to focus on what you can control.
    • Staying committed to the fundamentals.
    • Finding resilience during tough times.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    515falsefull    How to Deal with Price Objectionshttps://www.spreaker.com/episode/how-to-deal-with-price-objections--52843183In a tight economy, buyers will try all means necessary to minimize superfluous spending. That means you’re going to get the discount question.. Force Management Facilitator Antonella O’Day joins us to talk through some best practices for dealing with price objections from your buyer. She covers:
    • The ideal initial response to hearing a price objection.
    • Getting to understand the reason(s) behind the objection.
    • How to respond if the objection persists after having painted a detailed picture of the value and ROI of your solution.
    • What to do early so you can prepare for the late-stage price objection
    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/52843183Tue, 28 Feb 2023 08:00:02 +0000Force ManagementIn a tight economy, buyers will try all means necessary to minimize superfluous spending. That means you’re going to get the discount question.. Force Management Facilitator Antonella O’Day joins us to talk through some best practices for dealing with...In a tight economy, buyers will try all means necessary to minimize superfluous spending. That means you’re going to get the discount question.. Force Management Facilitator Antonella O’Day joins us to talk through some best practices for dealing with price objections from your buyer. She covers:
    • The ideal initial response to hearing a price objection.
    • Getting to understand the reason(s) behind the objection.
    • How to respond if the objection persists after having painted a detailed picture of the value and ROI of your solution.
    • What to do early so you can prepare for the late-stage price objection
    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    651falsefull    Competing Against “Do It Internally”https://www.spreaker.com/episode/competing-against-do-it-internally--52792182 “Do It Internally” might be the most frequent competitor you come across. In this economy, you’re probably competing against it more than you are used to with more and more customers l considering a solution in their own company rather than making another purchase. In this episode, John Kaplan discusses how you can fight this increasing tendency. He explains how to:
    • Prepare for discovery sessions to ensure you get all the information necessary to differentiate against “Do It Internally.”
    • Prepare trap-setting questions.
    • Obtain an understanding of the buying company’s political landscape.
    • Explain the merits of your solution without coming off as superior.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/52792182Tue, 21 Feb 2023 08:00:02 +0000Force Management“Do It Internally” might be the most frequent competitor you come across. In this economy, you’re probably competing against it more than you are used to with more and more customers l considering a solution in their own company rather than making... “Do It Internally” might be the most frequent competitor you come across. In this economy, you’re probably competing against it more than you are used to with more and more customers l considering a solution in their own company rather than making another purchase. In this episode, John Kaplan discusses how you can fight this increasing tendency. He explains how to:
    • Prepare for discovery sessions to ensure you get all the information necessary to differentiate against “Do It Internally.”
    • Prepare trap-setting questions.
    • Obtain an understanding of the buying company’s political landscape.
    • Explain the merits of your solution without coming off as superior.

    Here are some additional resources:

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.]]>    663falsefull    Laid Off, Now What?https://www.spreaker.com/episode/laid-off-now-what--52692618Be sure to check out Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/


    Sadly, several reps are falling victim to the increasing number of layoffs and cutbacks occurring in tech companies. If you happen to be one of them, John Kaplan gives you some spirit regarding your job hunt moving forward. He talks about:
    • Using a layoff as an opportunity for self-reflection and change.
    • Establishing your personal criteria in the hunt for your new role.
    • How to effectively ask for help in the search for your next job opportunity.
    • Personally recommended readings about building resilience.

    Here are some additional resources:    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/52692618Tue, 14 Feb 2023 08:00:02 +0000Force ManagementBe sure to check out Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to...Be sure to check out Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/


    Sadly, several reps are falling victim to the increasing number of layoffs and cutbacks occurring in tech companies. If you happen to be one of them, John Kaplan gives you some spirit regarding your job hunt moving forward. He talks about:
    • Using a layoff as an opportunity for self-reflection and change.
    • Establishing your personal criteria in the hunt for your new role.
    • How to effectively ask for help in the search for your next job opportunity.
    • Personally recommended readings about building resilience.

    Here are some additional resources:    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    698falsefull    Building a Culture of Sales Performancehttps://www.spreaker.com/episode/building-a-culture-of-sales-performance--52629141In today’s special episode, we feature the work of project44, a company that provides real-time supply chain visibility for its customers. They track one billion unique shipments every year for more than 1,200 of the world’s leading brands. With the company having recently completed a Force Management initiative, John Kaplan sits down with two of project44’s leaders—President of Worldwide Field Operations Tim Bertrand and Chief Sales Officer Craig Lewis—to talk through their successes in taking on a sales transformation measure, including seeing a 53% deal size increase over the last year. Enjoy this incredibly insightful conversation with the leaders of a company at the forefront of an industry that has experienced unprecedented challenges.


    Here are some additional resources:
    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/52629141Tue, 07 Feb 2023 08:00:02 +0000Force ManagementIn today’s special episode, we feature the work of project44, a company that provides real-time supply chain visibility for its customers. They track one billion unique shipments every year for more than 1,200 of the world’s leading brands. With the...In today’s special episode, we feature the work of project44, a company that provides real-time supply chain visibility for its customers. They track one billion unique shipments every year for more than 1,200 of the world’s leading brands. With the company having recently completed a Force Management initiative, John Kaplan sits down with two of project44’s leaders—President of Worldwide Field Operations Tim Bertrand and Chief Sales Officer Craig Lewis—to talk through their successes in taking on a sales transformation measure, including seeing a 53% deal size increase over the last year. Enjoy this incredibly insightful conversation with the leaders of a company at the forefront of an industry that has experienced unprecedented challenges.


    Here are some additional resources:
    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    3930falsefull    How to use stories in your sales processhttps://www.spreaker.com/episode/how-to-use-stories-in-your-sales-process--52561028As a seller, storytelling can be a great asset. More than anything, a well-told story is one of the best ways to get your buyer more emotionally attached to solving a problem. Today, John Kaplan explains the many ways that storytelling, if done properly, can help you. Topics of discussion include:

    • How to hone your storytelling ability.
    • Making a story relevant to the customer—getting them to stand in the story.
    • The benefits of helping the buyer to share their own story.
    • Using stories effectively during various stages of the sales process.
    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/


    Here are some additional resources:


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/52561028Tue, 31 Jan 2023 08:00:02 +0000Force ManagementAs a seller, storytelling can be a great asset. More than anything, a well-told story is one of the best ways to get your buyer more emotionally attached to solving a problem. Today, John Kaplan explains the many ways that storytelling, if done...As a seller, storytelling can be a great asset. More than anything, a well-told story is one of the best ways to get your buyer more emotionally attached to solving a problem. Today, John Kaplan explains the many ways that storytelling, if done properly, can help you. Topics of discussion include:

    • How to hone your storytelling ability.
    • Making a story relevant to the customer—getting them to stand in the story.
    • The benefits of helping the buyer to share their own story.
    • Using stories effectively during various stages of the sales process.
    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/


    Here are some additional resources:


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1237falsefull    Common Deal Questions w/ Patrick McLoughlinhttps://www.spreaker.com/episode/common-deal-questions-w-patrick-mcloughlin--52498760We produce a lot of content on Ascender, our new subscription platform! Twice a month, we hold live events on Ascender. One of those events is Deal Desk, in which sellers like you can ask questions pertaining to deals you’re trying to close and any challenges you face with regards to sales execution. Our recent Deal Desk was hosted by Patrick McLoughlin, aka Paddy Mac, Force Management’s Senior Director of Consulting & Facilitation. In today’s episode, Paddy Mac recaps questions asked in the last Deal Desk, as well as questions frequently asked in Ascender’s community section. These questions include:

    • How do I find out who my competition is if my buyer won’t tell me?
    • What steps do I take when passed over to procurement?
    • How do I approach selling to younger, less experienced buyers who may be cagey?
    • With company purchases under increased scrutiny, how do I ensure that I am aligned with one of the buying company’s top priorities?
    • What if my deal does not close by year’s end as intended?

    Here are some additional resources:


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/52498760Tue, 24 Jan 2023 08:00:02 +0000Force ManagementWe produce a lot of content on Ascender, our new subscription platform! Twice a month, we hold live events on Ascender. One of those events is Deal Desk, in which sellers like you can ask questions pertaining to deals you’re trying to close and any...We produce a lot of content on Ascender, our new subscription platform! Twice a month, we hold live events on Ascender. One of those events is Deal Desk, in which sellers like you can ask questions pertaining to deals you’re trying to close and any challenges you face with regards to sales execution. Our recent Deal Desk was hosted by Patrick McLoughlin, aka Paddy Mac, Force Management’s Senior Director of Consulting & Facilitation. In today’s episode, Paddy Mac recaps questions asked in the last Deal Desk, as well as questions frequently asked in Ascender’s community section. These questions include:

    • How do I find out who my competition is if my buyer won’t tell me?
    • What steps do I take when passed over to procurement?
    • How do I approach selling to younger, less experienced buyers who may be cagey?
    • With company purchases under increased scrutiny, how do I ensure that I am aligned with one of the buying company’s top priorities?
    • What if my deal does not close by year’s end as intended?

    Here are some additional resources:


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1135falsefull    Finding New Problems to Solve with Marty Mercerhttps://www.spreaker.com/episode/finding-new-problems-to-solve-with-marty-mercer--52433178In today’s difficult sales environment, reeps must ensure that they are aligned with what is most important to their buyers. Force Management Facilitator Marty Mercer walks through ways you may be able to align to a new challenge that your buyers are experiencing, including:
    • Managing disengagement among your customer’s employees.
    • Preparing for sales conversations of a nature different from what you are used to.

    Here are some additional resources:
    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/52433178Tue, 17 Jan 2023 08:00:02 +0000Force ManagementIn today’s difficult sales environment, reeps must ensure that they are aligned with what is most important to their buyers. Force Management Facilitator Marty Mercer walks through ways you may be able to align to a new challenge that your buyers are...In today’s difficult sales environment, reeps must ensure that they are aligned with what is most important to their buyers. Force Management Facilitator Marty Mercer walks through ways you may be able to align to a new challenge that your buyers are experiencing, including:
    • Managing disengagement among your customer’s employees.
    • Preparing for sales conversations of a nature different from what you are used to.

    Here are some additional resources:
    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1153falsefull    How to Manage Increased Buyer Scrutinyhttps://www.spreaker.com/episode/how-to-manage-increased-buyer-scrutiny--52370232We know you’re dealing with increased buyer scrutiny in your deals. With tighter budgets, your buyers don’t want to purchase a mistake. There’s more people looking at where the company is investing its money and that means as a salesperson you need to be audible-ready to position the value of your solution.


    In this podcast, Tim Caito shares some advice on how to work early to prepare for common sales scenarios that come through when you’re facing this challenge, including:

    • How to use the four essential questions to help you with buyer scrutiny
    • How to prepare for the renewal conversation
    • How to make sure your internal contacts understand the new process in their own company
    • How to make sure you win the decision and the deal

    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/
    Here are some additional resources:
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    https://api.spreaker.com/episode/52370232Tue, 10 Jan 2023 08:00:03 +0000Force ManagementWe know you’re dealing with increased buyer scrutiny in your deals. With tighter budgets, your buyers don’t want to purchase a mistake. There’s more people looking at where the company is investing its money and that means as a salesperson you need to...We know you’re dealing with increased buyer scrutiny in your deals. With tighter budgets, your buyers don’t want to purchase a mistake. There’s more people looking at where the company is investing its money and that means as a salesperson you need to be audible-ready to position the value of your solution.


    In this podcast, Tim Caito shares some advice on how to work early to prepare for common sales scenarios that come through when you’re facing this challenge, including:

    • How to use the four essential questions to help you with buyer scrutiny
    • How to prepare for the renewal conversation
    • How to make sure your internal contacts understand the new process in their own company
    • How to make sure you win the decision and the deal

    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/
    Here are some additional resources:
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1628falsefull    Action Steps When You Inherit Accountshttps://www.spreaker.com/episode/action-steps-when-you-inherit-accounts--52343685Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/


    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 shares insights about how to approach joining a new account. He gives advice about:
    • The first steps to take after inheriting an account.
    • The need to be audible-ready to speak to the people already in the account you’re inheriting.
    • How to begin developing the relationships you need within the account.
    • What to do when faced with skepticism or hostility from the customer upon your entrance into the account.

    Here are some additional resources:

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>https://api.spreaker.com/episode/52343685Tue, 03 Jan 2023 17:07:37 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.


    Check out the platform here: https://my.ascender.co/Ascender/


    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 shares insights about how to approach joining a new account. He gives advice about:
    • The first steps to take after inheriting an account.
    • The need to be audible-ready to speak to the people already in the account you’re inheriting.
    • How to begin developing the relationships you need within the account.
    • What to do when faced with skepticism or hostility from the customer upon your entrance into the account.

    Here are some additional resources:

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>945falsefullWhen Competition Comes Knockinghttps://www.spreaker.com/episode/when-competition-comes-knocking--52287508https://my.ascender.co/Ascender/  Competition comes in varied forms in a sales process and you need to be prepared. When your competition comes knocking, you need to highlight your differentiation. In this episode, John Kaplan discusses ways that you can improve your position in competitive deals. He explains:
    • Why competition is always present in each of your deals.
    • What to do when your buyer tells you that they see value in a competitor’s offering.
    • How to equip your Champion to effectively articulate your competitive differentiation. 
    Here are some additional resources: Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    f83c9b52-84af-4adf-9e60-ada4bf5c5196Tue, 27 Dec 2022 08:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...https://my.ascender.co/Ascender/  Competition comes in varied forms in a sales process and you need to be prepared. When your competition comes knocking, you need to highlight your differentiation. In this episode, John Kaplan discusses ways that you can improve your position in competitive deals. He explains:
    • Why competition is always present in each of your deals.
    • What to do when your buyer tells you that they see value in a competitor’s offering.
    • How to equip your Champion to effectively articulate your competitive differentiation. 
    Here are some additional resources: Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1002false200full    The Outcome Conversationhttps://www.spreaker.com/episode/the-outcome-conversation--52234651Check out the platform here: https://my.ascender.co/Ascender/ 
    Outcomes are a critical component to the sales conversation. In a tight economy, people aren’t always looking to solve problems—they’re looking to drive outcomes. In this podcast, Brian Walsh breaks down the importance of defining outcomes with your customer.
    He discusses:
    Why PBOs are critical for each of your deals.
    Discovering who is responsible for keeping track of PBOs.
    Moving the conversation from the problems to the outcomes.
    Building “Positive Business Intent” with your customer to make them realize the value that your relationship adds to their business. 


    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison 
    Three Ways to Improve Your Sales Messaging https://bit.ly/3FS4S5w 

    Four Ways to Build Positive Business Intent https://bit.ly/3FUue2J  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    6ebdfc9c-c8e9-4e28-b281-3395160582ceTue, 20 Dec 2022 08:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Check out the platform here: https://my.ascender.co/Ascender/ 
    Outcomes are a critical component to the sales conversation. In a tight economy, people aren’t always looking to solve problems—they’re looking to drive outcomes. In this podcast, Brian Walsh breaks down the importance of defining outcomes with your customer.
    He discusses:
    Why PBOs are critical for each of your deals.
    Discovering who is responsible for keeping track of PBOs.
    Moving the conversation from the problems to the outcomes.
    Building “Positive Business Intent” with your customer to make them realize the value that your relationship adds to their business. 


    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison 
    Three Ways to Improve Your Sales Messaging https://bit.ly/3FS4S5w 

    Four Ways to Build Positive Business Intent https://bit.ly/3FUue2J  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1323false199full    Key Tips for Your Next Sales Job Interviewhttps://www.spreaker.com/episode/key-tips-for-your-next-sales-job-interview--52171740What sales leaders look for when hiring reps.
    What you can do right now to prepare for a sales job interview.
    Interviewing the interviewer: asking the right questions to ensure that you can be successful in the prospective new role.
    How to get an understanding of the kind of manager you might end up working for.

    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.
    Check out the platform here: https://my.ascender.co/Ascender/

    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison
    How to Use Your Sales Skills in Your Next Job Interview https://bit.ly/3is3L2Y

    Interviewing for Your Next Position The Audible-Ready Sales Podcast https://apple.co/3u6IHC1



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    e1efea6d-d6f3-4fd1-a32c-b0eb8840d668Tue, 13 Dec 2022 08:00:00 +0000Force ManagementWe’ve fielded numerous questions from reps seeking a new sales role. Some are dissatisfied with their current role, and some feel primed for a new chapter, an opportunity to advance in their career. Whatever the reason, though, there stands one common...What sales leaders look for when hiring reps.
    What you can do right now to prepare for a sales job interview.
    Interviewing the interviewer: asking the right questions to ensure that you can be successful in the prospective new role.
    How to get an understanding of the kind of manager you might end up working for.

    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.
    Check out the platform here: https://my.ascender.co/Ascender/

    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison
    How to Use Your Sales Skills in Your Next Job Interview https://bit.ly/3is3L2Y

    Interviewing for Your Next Position The Audible-Ready Sales Podcast https://apple.co/3u6IHC1



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1039false198full    Get Your Deal Questions Answeredhttps://www.spreaker.com/episode/get-your-deal-questions-answered--52118101Force Management's Patrick McLoughlin will join us to take on your sales execution questions. 
    Walk us through specific scenarios on deals you're this close to closing, dig into your MEDDICC steps on a deal, or get feedback on an approach you're using. Whatever it is you're looking to work on, we can use this session to help.
    Here's the link to register: https://www.ascender.co/deals
    Submit questions anonymously by emailing Community@Ascender.co.]]>    f6e2f2fb-65c1-4368-b4e9-3996a24b719dWed, 07 Dec 2022 08:00:00 +0000Force ManagementJoin us for our Ascender LIVE Deal Desk Force Management's Patrick McLoughlin will join us to take on your sales execution questions.  Walk us through specific scenarios on deals you're this close to closing, dig into your MEDDICC steps on a deal, or...Force Management's Patrick McLoughlin will join us to take on your sales execution questions. 
    Walk us through specific scenarios on deals you're this close to closing, dig into your MEDDICC steps on a deal, or get feedback on an approach you're using. Whatever it is you're looking to work on, we can use this session to help.
    Here's the link to register: https://www.ascender.co/deals
    Submit questions anonymously by emailing Community@Ascender.co.]]>    76falsebonus    Avoid Getting Overwhelmed with Technical Discussionshttps://www.spreaker.com/episode/avoid-getting-overwhelmed-with-technical-discussions--52107558Check out the platform here: https://my.ascender.co/Ascender/ 
    When selling technical solutions, it’s easy to get overwhelmed with trying to articulate the features and functions of a solution.How do you demonstrate that you have an informed point of view, without getting bogged down in technical details that steer you away from the value conversations. In today’s episode, John Kaplan explains how you can be successful selling technical, complicated solutions while tying them to overarching business issues. He explains:
    The importance of understanding the challenges facing the buyer—to sit in the buyer’s seat.
    How to get the timing right with regards to “getting in the weeds” of technical discussions.
    How to attach to the biggest business issue.
    The need to use the internal resources available to you. 


    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison 
    Why Sales Reps Struggle with Metrics in the Sales Conversation https://bit.ly/3fE11Pi 

    Sales Best Practices: Attach to the Biggest Business Problem https://bit.ly/3U7Sbs0  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    6a154c04-8322-4408-9a16-b83dcb098c0eTue, 06 Dec 2022 08:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Check out the platform here: https://my.ascender.co/Ascender/ 
    When selling technical solutions, it’s easy to get overwhelmed with trying to articulate the features and functions of a solution.How do you demonstrate that you have an informed point of view, without getting bogged down in technical details that steer you away from the value conversations. In today’s episode, John Kaplan explains how you can be successful selling technical, complicated solutions while tying them to overarching business issues. He explains:
    The importance of understanding the challenges facing the buyer—to sit in the buyer’s seat.
    How to get the timing right with regards to “getting in the weeds” of technical discussions.
    How to attach to the biggest business issue.
    The need to use the internal resources available to you. 


    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison 
    Why Sales Reps Struggle with Metrics in the Sales Conversation https://bit.ly/3fE11Pi 

    Sales Best Practices: Attach to the Biggest Business Problem https://bit.ly/3U7Sbs0  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    726false196full    Taking Ownership of Your Pipelinehttps://www.spreaker.com/episode/taking-ownership-of-your-pipeline--52041788Check out the platform here: https://my.ascender.co/Ascender/ 
    As you try to set yourself up for success in the upcoming year, it is critical that you get your mind right with regards to pipeline generation. Pipeline is directly related to your personal income and is the most reliable way to make sure you are on track as a seller. In this episode, John Kaplan speaks about taking ownership of your pipeline and treating it as a franchise. He discusses:
    The need to own your pipeline as opposed to relying on marketing or your BDRs solely to drive pipeline for you.
    Having a franchise mindset about your pipeline.
    Making sure that you work for a company that provides you a territory that’s proven and can be successful.
    Not being afraid to ask for help.


    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison
    The Franchise Mindset | Podcast https://apple.co/3UpAlQZ 

    Building Your Referral Network | Podcast https://apple.co/3U7vZ0X 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    9b642ed1-61b1-43a0-9395-6eec40cea3d7Tue, 29 Nov 2022 08:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content nearly every day on that platform that...Check out the platform here: https://my.ascender.co/Ascender/ 
    As you try to set yourself up for success in the upcoming year, it is critical that you get your mind right with regards to pipeline generation. Pipeline is directly related to your personal income and is the most reliable way to make sure you are on track as a seller. In this episode, John Kaplan speaks about taking ownership of your pipeline and treating it as a franchise. He discusses:
    The need to own your pipeline as opposed to relying on marketing or your BDRs solely to drive pipeline for you.
    Having a franchise mindset about your pipeline.
    Making sure that you work for a company that provides you a territory that’s proven and can be successful.
    Not being afraid to ask for help.


    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison
    The Franchise Mindset | Podcast https://apple.co/3UpAlQZ 

    Building Your Referral Network | Podcast https://apple.co/3U7vZ0X 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1468false195full    Go High, Go Low – Adjusting Your Sales Conversationhttps://www.spreaker.com/episode/go-high-go-low-adjusting-your-sales-conversation--51977364Check out the platform here: https://my.ascender.co/Ascender/ 
    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 conversation. He gives advice to help you:
    Prepare for conversations at the executive table.
    Manage meetings wherein both technical and business buyers are present.
    Overcome Seller Deficit Disorder.
    Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind. 


    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison 
    Ascender Sales Topics - Positioning Yourself against the Competitionhttps://youtu.be/YayJtT22TEg 

    Ascender Course: Getting to the Economic Buyer https://bit.ly/3U6dObH  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    f46027fa-fe12-4b79-b124-abf92ec73335Tue, 22 Nov 2022 08:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Check out the platform here: https://my.ascender.co/Ascender/ 
    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 conversation. He gives advice to help you:
    Prepare for conversations at the executive table.
    Manage meetings wherein both technical and business buyers are present.
    Overcome Seller Deficit Disorder.
    Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind. 


    Here are some additional resources:
    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison 
    Ascender Sales Topics - Positioning Yourself against the Competitionhttps://youtu.be/YayJtT22TEg 

    Ascender Course: Getting to the Economic Buyer https://bit.ly/3U6dObH  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    881false194full    How to Prepare for Next Yearhttps://www.spreaker.com/episode/how-to-prepare-for-next-year--51904675Check out the platform here: https://my.ascender.co/Ascender/  
    As the end of the year approaches, sellers are preoccupied with many things—their deals, their bonuses, maxing out their accelerators, etc. As a result, reps often neglect to plan for the upcoming year. In the haste to “get deals done,” sellers tend to disregard what matters most: pipeline generation. In this episode, Force Management Senior Director of Facilitation Brian Walsh joins us to share tips on how to take advantage of year’s end to plan for the upcoming year. He discusses: 
    Common mistakes sellers make that cause them to be unprepared for the next year.
    Making the self-commitment to form an operating rhythm around generating pipeline and servicing accounts.
    Viewing pipeline generation as a team sport and pulling resources that your company offers.
    Steps that reps can take today to set themselves up for success in the new year. 


    Here are some additional resources:
    The Plan to Make the Plan https://bit.ly/3Bze9vP

    Creating a Franchise Mindsethttps://forc.mx/3FuvR7k

    Join Ascender: https://my.ascender.co/Ascender/PlanComparison  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    3967183f-854f-44fe-bb63-f1f707670112Tue, 15 Nov 2022 08:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Check out the platform here: https://my.ascender.co/Ascender/  
    As the end of the year approaches, sellers are preoccupied with many things—their deals, their bonuses, maxing out their accelerators, etc. As a result, reps often neglect to plan for the upcoming year. In the haste to “get deals done,” sellers tend to disregard what matters most: pipeline generation. In this episode, Force Management Senior Director of Facilitation Brian Walsh joins us to share tips on how to take advantage of year’s end to plan for the upcoming year. He discusses: 
    Common mistakes sellers make that cause them to be unprepared for the next year.
    Making the self-commitment to form an operating rhythm around generating pipeline and servicing accounts.
    Viewing pipeline generation as a team sport and pulling resources that your company offers.
    Steps that reps can take today to set themselves up for success in the new year. 


    Here are some additional resources:
    The Plan to Make the Plan https://bit.ly/3Bze9vP

    Creating a Franchise Mindsethttps://forc.mx/3FuvR7k

    Join Ascender: https://my.ascender.co/Ascender/PlanComparison  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    878false193full    Cold Calling: Moving from Reluctant to Confident w/ Jason Bayhttps://www.spreaker.com/episode/cold-calling-moving-from-reluctant-to-confident-w-jason-bay--51904680Join our Founders Circle here: https://www.ascender.co/ 
    With cold calling, your aim is to turn strangers into paying customers. Outbound Squad CEO and founder Jason Bay joins us to explain how to get your mindset right around being a great cold caller. He discusses: 
    Taking reps through pattern interruption. 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    4704b3bc-6c46-4423-ae07-f0e48f52e3a9Tue, 08 Nov 2022 08:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Join our Founders Circle here: https://www.ascender.co/ 
    With cold calling, your aim is to turn strangers into paying customers. Outbound Squad CEO and founder Jason Bay joins us to explain how to get your mindset right around being a great cold caller. He discusses: 
    Taking reps through pattern interruption. 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1825false192full    Broadening Your Sales Conversationshttps://www.spreaker.com/episode/broadening-your-sales-conversations--51904674
    Join our Founders Circle here: https://www.ascender.co/  

    Sellers often find themselves trapped in conversation with one member of the buying company, typically someone involved with technical pain. As a result, reps can lack a fundamental understanding of not only other technical issues, but also overarching business issues, thereby limiting their ability to make their solution relevant in the eyes of the customer. In this episode, John Kaplan explains how to take the next step and move beyond the early stages of a sales conversation. He talks about:

    The importance of broadening the sales conversation as early as possible.
    Connecting technical pain to business pain.
    The need to understand the solution requirements and metrics that will drive the customer’s desired business outcomes.
    How to access key individuals in the buying organization.



    Here are some additional resources:
    Selling to More Decision Makershttps://bit.ly/3FehXpF

    Remember these Phrases to Sell More Dealshttps://bit.ly/3TPQPl6

    Finding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3gG8ZHN




    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    64c80331-c5c1-4c57-bf0c-fef521b65af8Tue, 01 Nov 2022 08:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...
    Join our Founders Circle here: https://www.ascender.co/  

    Sellers often find themselves trapped in conversation with one member of the buying company, typically someone involved with technical pain. As a result, reps can lack a fundamental understanding of not only other technical issues, but also overarching business issues, thereby limiting their ability to make their solution relevant in the eyes of the customer. In this episode, John Kaplan explains how to take the next step and move beyond the early stages of a sales conversation. He talks about:

    The importance of broadening the sales conversation as early as possible.
    Connecting technical pain to business pain.
    The need to understand the solution requirements and metrics that will drive the customer’s desired business outcomes.
    How to access key individuals in the buying organization.



    Here are some additional resources:
    Selling to More Decision Makershttps://bit.ly/3FehXpF

    Remember these Phrases to Sell More Dealshttps://bit.ly/3TPQPl6

    Finding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3gG8ZHN




    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    820false191full    Making MEDDICC Work for Youhttps://www.spreaker.com/episode/making-meddicc-work-for-you--51904677Join our Founders Circle here: https://www.ascender.co/
    We often speak about MEDDICC on this show, and for good reason. It’s used by several different sales companies, and if you’re selling software, you’re almost certainly at least somewhat familiar with it—perhaps your company uses it! But MEDDICC is just as valuable as an individual toolset for reps. We are joined today by our special guest, Force Management Senior Director of Facilitation Brian Walsh, to discuss ways you can get MEDDICC to work for you. We discuss:
    What MEDDICC is and what it is not.
    The need to be a voracious qualifier as a seller.
    The importance of spending your time on high-value selling activities and how MEDDICC qualification helps you to do so.
    The most common ways that reps misuse MEDDICC.


    Here are some additional resources:
    MEDDICC Certification Course on Ascenderhttps://bit.ly/3dpCiNB

    Using MEDDICC to Drive Revenue Predictabilityhttps://bit.ly/3f4586D



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    bc37abd6-ad78-47b8-8276-abfa4965a678Tue, 25 Oct 2022 08:30:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Join our Founders Circle here: https://www.ascender.co/
    We often speak about MEDDICC on this show, and for good reason. It’s used by several different sales companies, and if you’re selling software, you’re almost certainly at least somewhat familiar with it—perhaps your company uses it! But MEDDICC is just as valuable as an individual toolset for reps. We are joined today by our special guest, Force Management Senior Director of Facilitation Brian Walsh, to discuss ways you can get MEDDICC to work for you. We discuss:
    What MEDDICC is and what it is not.
    The need to be a voracious qualifier as a seller.
    The importance of spending your time on high-value selling activities and how MEDDICC qualification helps you to do so.
    The most common ways that reps misuse MEDDICC.


    Here are some additional resources:
    MEDDICC Certification Course on Ascenderhttps://bit.ly/3dpCiNB

    Using MEDDICC to Drive Revenue Predictabilityhttps://bit.ly/3f4586D



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1053false141full    Creating an Outbound Machine - Don't Miss our Webinar This Week!https://www.spreaker.com/episode/creating-an-outbound-machine-don-t-miss-our-webinar-this-week--51904672John Kaplan joins Jason Bay, CEO of Outbound Squad for a discussion on How to turn Account Executives into prospecting machines (backed by 3+ decades of experience)
    THIS WEDNESDAY - October 26th | 1pm ET | 10am PT
    Register Here: https://forc.mx/3VXCLrp]]>    be293f2b-1c84-4984-88d8-8340515accb3Mon, 24 Oct 2022 16:42:48 +0000Force ManagementWho couldn't use more qualified leads in the pipeline? John Kaplan joins Jason Bay, CEO of Outbound Squad for a discussion on How to turn Account Executives into prospecting machines (backed by 3+ decades of experience) THIS WEDNESDAY - October 26th |...John Kaplan joins Jason Bay, CEO of Outbound Squad for a discussion on How to turn Account Executives into prospecting machines (backed by 3+ decades of experience)
    THIS WEDNESDAY - October 26th | 1pm ET | 10am PT
    Register Here: https://forc.mx/3VXCLrp]]>    70false189full    Mastering Outbound with Jason Bayhttps://www.spreaker.com/episode/mastering-outbound-with-jason-bay--51904681Join our Founders Circle here: https://www.ascender.co/
    Outbound sales is in a state of rapid change. Many companies and reps struggle to keep up with the whirlwind of technological advancements to figure out how best to conduct outbound in the current market. Joining us for today’s episode is Outbound Squad founder and CEO Jason Bay to discuss how to position yourself for success. He talks about:
    Current industry trends
    Novelty weariness and getting back to the basics.
    Structuring outbound efforts as a small team seeking traction.
    The benefit in hiring people specifically for outbound.
    Prioritizing the prospect’s priorities over the value of your solution.  


    Outbound Squad is a company that teaches reps how to effectively build pipeline and nail their sales messaging. To connect with Jason, follow this link:
    Jason Bay - Founder & CEO - Outbound Squad (formerly Blissful Prospecting) | LinkedIn
    https://bit.ly/3ed0u64  


    Here are some additional resources:
    Outbound Squad Podcast
    Effective Sales Communication: 5 Key Actionshttps://bit.ly/3rzjOxo

    Tips for Getting Prospects to Take a Meetinghttps://bit.ly/3rE2ozC  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    79a940aa-9f53-4ce6-ab7f-69bc20526480Tue, 18 Oct 2022 08:30:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Join our Founders Circle here: https://www.ascender.co/
    Outbound sales is in a state of rapid change. Many companies and reps struggle to keep up with the whirlwind of technological advancements to figure out how best to conduct outbound in the current market. Joining us for today’s episode is Outbound Squad founder and CEO Jason Bay to discuss how to position yourself for success. He talks about:
    Current industry trends
    Novelty weariness and getting back to the basics.
    Structuring outbound efforts as a small team seeking traction.
    The benefit in hiring people specifically for outbound.
    Prioritizing the prospect’s priorities over the value of your solution.  


    Outbound Squad is a company that teaches reps how to effectively build pipeline and nail their sales messaging. To connect with Jason, follow this link:
    Jason Bay - Founder & CEO - Outbound Squad (formerly Blissful Prospecting) | LinkedIn
    https://bit.ly/3ed0u64  


    Here are some additional resources:
    Outbound Squad Podcast
    Effective Sales Communication: 5 Key Actionshttps://bit.ly/3rzjOxo

    Tips for Getting Prospects to Take a Meetinghttps://bit.ly/3rE2ozC  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1916false188full    Breaking Into New Accountshttps://www.spreaker.com/episode/breaking-into-new-accounts--51904679
    Join our Founders Circle here: https://www.ascender.co/

    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.]]>    15418def-5216-464a-ad23-f8c233db238bTue, 11 Oct 2022 07:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...
    Join our Founders Circle here: https://www.ascender.co/

    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.]]>    1057falsefull    Interviewing for Your Next Positionhttps://www.spreaker.com/episode/interviewing-for-your-next-position--51904676
    Join our Founders Circle here: https://www.ascender.co/

    How do you prepare for your next role, be it in your current sales organization or a different one? This is a question that sales professionals face throughout their careers. In this episode, John Kaplan explains how to be purposeful as you prepare for your next step. He gives advice about:
    Making the transition to management.
    Going from a BDR or SDR to an account executive.
    Preparing for an interview for a job that you haven’t done before.
    Additional steps you can take to progress your career in sales.



    Here are some additional resources:
    Essential Questions for Your Next Job Search | Ascender Course  
    How to Use Your Sales Skills in Your Next Job Interview


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    31007d2a-5e5d-4420-a1b3-bf99165da371Tue, 04 Oct 2022 07:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...
    Join our Founders Circle here: https://www.ascender.co/

    How do you prepare for your next role, be it in your current sales organization or a different one? This is a question that sales professionals face throughout their careers. In this episode, John Kaplan explains how to be purposeful as you prepare for your next step. He gives advice about:
    Making the transition to management.
    Going from a BDR or SDR to an account executive.
    Preparing for an interview for a job that you haven’t done before.
    Additional steps you can take to progress your career in sales.



    Here are some additional resources:
    Essential Questions for Your Next Job Search | Ascender Course  
    How to Use Your Sales Skills in Your Next Job Interview


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1096falsefull    Enabling the Internal Sellhttps://www.spreaker.com/episode/enabling-the-internal-sell--51904673Starting your sales story with the end in mind so your buyer is excited for the desired outcome.
    Attaching the sale to the issue you’re trying to solve.
    Equipping your buyer to sell your solution to others in their organization.


    Here are some additional resources:
    How to Tell Impactful Stories The Audible-Ready Sales Podcast | Podcast 
    Finding the Business Pain w/ John Kaplan | Podcast 


    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.
    Join our Founders Circle here: https://www.ascender.co/
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    f90d1a70-bea0-4fe5-98e9-7ff905eae7b0Tue, 27 Sep 2022 07:00:00 +0000Force ManagementNo one can be everywhere at once and sometimes you can’t be in the room where decisions are being made. That’s why it’s so important that your buyer understands the benefits of your solution. In today’s episode, John Kaplan explains how to empower...Starting your sales story with the end in mind so your buyer is excited for the desired outcome.
    Attaching the sale to the issue you’re trying to solve.
    Equipping your buyer to sell your solution to others in their organization.


    Here are some additional resources:
    How to Tell Impactful Stories The Audible-Ready Sales Podcast | Podcast 
    Finding the Business Pain w/ John Kaplan | Podcast 


    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career.
    Join our Founders Circle here: https://www.ascender.co/
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    602falsefull    Confidence and Convictionhttps://www.spreaker.com/episode/confidence-and-conviction--51904678Join our Founders Circle here: https://www.ascender.co/
    People with confidence and conviction truly believe that what they do matters, no matter their line of work. For that confidence to translate into success, there must be passion and a sense of purpose for what you do. John Kaplan explains why sellers like you need to tap into the belief that your job matters, and he shares what you can do to have the confidence and conviction to be elite.
    Here are some additional resources:
    Sales Best Practices: Attach to the Biggest Business Problem
    Overcoming Sales Challenges: Change the Decision Criteria
    How to Improve Qualification in Your Sales Organization


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    107adeff-8a49-4c2f-b7cf-fd04205df26aTue, 20 Sep 2022 07:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Join our Founders Circle here: https://www.ascender.co/
    People with confidence and conviction truly believe that what they do matters, no matter their line of work. For that confidence to translate into success, there must be passion and a sense of purpose for what you do. John Kaplan explains why sellers like you need to tap into the belief that your job matters, and he shares what you can do to have the confidence and conviction to be elite.
    Here are some additional resources:
    Sales Best Practices: Attach to the Biggest Business Problem
    Overcoming Sales Challenges: Change the Decision Criteria
    How to Improve Qualification in Your Sales Organization


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    649falsefull    The Franchise Mindsethttps://www.spreaker.com/episode/the-franchise-mindset--51904682Join our Founders Circle here: https://www.ascender.co/
    When it comes to sales planning, we encourage reps to take on what we call the sales franchise mindset. You have to view your territory as your own business. Take accountability for and ownership of your franchise. In this episode, John Kaplan explains the importance of taking on the franchise mindset and how to do so.
    Here are some additional resources:
    Three Steps for Your Sales Plan | Podcast
    The Mindset You Need to Hit Your Number w/ John Kaplan | Podcast 
    Set A Results-Driven Sales Planning Mindset


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    ecaef118-77cf-4754-9816-76e17e810eb4Tue, 13 Sep 2022 07:00:00 +0000Force ManagementForce Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights...Join our Founders Circle here: https://www.ascender.co/
    When it comes to sales planning, we encourage reps to take on what we call the sales franchise mindset. You have to view your territory as your own business. Take accountability for and ownership of your franchise. In this episode, John Kaplan explains the importance of taking on the franchise mindset and how to do so.
    Here are some additional resources:
    Three Steps for Your Sales Plan | Podcast
    The Mindset You Need to Hit Your Number w/ John Kaplan | Podcast 
    Set A Results-Driven Sales Planning Mindset


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    406falsefull    Influencing Your Customers’ Solution Requirementshttps://www.spreaker.com/episode/influencing-your-customers-solution-requirements--51904697Bridge 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.]]>    f379fa8c-69b1-4a7c-9322-022cf55e9833Tue, 06 Sep 2022 07:00:00 +0000Force ManagementSolution 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...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.]]>    881falsefull    Positioning Value in a Tight Economyhttps://www.spreaker.com/episode/positioning-value-in-a-tight-economy--51904690The importance of viewing difficult economic times from the perspective of customers
    Emphasizing the value of your expertise rather than that of your solution
    Uncovering a buyer’s strategic priorities and reframing your solution’s value accordingly
    Four critical questions about the customer’s decision process to ask yourself as you move deals forward


    Here are some additional resources:
    Reframing Your Buyer Message for What’s Happening Right Now
    The Most Powerful Tool for Your Sales Organization: What is a Value Framework?


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    eae898f0-75df-47fe-af44-834a128ff963Tue, 30 Aug 2022 08:00:00 +0000Force ManagementWe’ve done a number of episodes about what to do in a tightening economy and how to overcome economic headwinds. In this episode, we focus specifically on the need to position value early on in the sales process and how doing so can help you in more...The importance of viewing difficult economic times from the perspective of customers
    Emphasizing the value of your expertise rather than that of your solution
    Uncovering a buyer’s strategic priorities and reframing your solution’s value accordingly
    Four critical questions about the customer’s decision process to ask yourself as you move deals forward


    Here are some additional resources:
    Reframing Your Buyer Message for What’s Happening Right Now
    The Most Powerful Tool for Your Sales Organization: What is a Value Framework?


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1804falsefull    Selling to Hesitant Customershttps://www.spreaker.com/episode/selling-to-hesitant-customers--51904684The importance of having an outside-in mentality
    Articulating your solution’s value in alignment with your customer’s needs
    Getting your customer emotionally connected to their mission-critical problems
    Reengaging a prospect after they’ve gone dark
    Here are some additional resources:
    Keep the Focus on Your Buyer in Your Sales Process
    Strike A Balance – Align to the Buyer Without Losing Control of Your Deal 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    7cceb15a-d9e2-48b6-86d2-0af095a0006fTue, 23 Aug 2022 07:00:00 +0000Force ManagementWith the distractions present in today’s world, making an effort to maintain buyer focus is more important than ever. Keeping your customers engaged is particularly crucial during economic downturns, when businesses and individuals alike are hesitant...The importance of having an outside-in mentality
    Articulating your solution’s value in alignment with your customer’s needs
    Getting your customer emotionally connected to their mission-critical problems
    Reengaging a prospect after they’ve gone dark
    Here are some additional resources:
    Keep the Focus on Your Buyer in Your Sales Process
    Strike A Balance – Align to the Buyer Without Losing Control of Your Deal 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    707falsefull    Putting in the Work: A Special Announcementhttps://www.spreaker.com/episode/putting-in-the-work-a-special-announcement--51904693Get on the waitlist to join our Founders Circle: https://www.ascender.co 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    2973b527-dca8-408f-ac2c-b0fa75ddc8c1Tue, 16 Aug 2022 07:15:00 +0000Force ManagementThere is a motor that all great salespeople possess. It comes down to the tenacity they have to do the job well, a focus on their customer’s success and an overall accountability. The great thing about sales is it’s something you can work at. With...Get on the waitlist to join our Founders Circle: https://www.ascender.co 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    627falsefull    Working Through a Slumphttps://www.spreaker.com/episode/working-through-a-slump--51904686Here are some additional resources
    How to Determine Where Your Sales Team is Struggling the Most
    Overcoming Sales Challenges: Change the Decision Criteria
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    4a996a97-7313-401f-82e1-7a18590a0f93Mon, 08 Aug 2022 23:00:00 +0000Force ManagementMaybe you’ve hit a bit of a slump. Perhaps you’ve been down on your luck lately. You are not alone—as sellers, it’s disheartening when nothing seems to be going our way. It comes with the territory. How do you counteract a slide in fortune? John...Here are some additional resources
    How to Determine Where Your Sales Team is Struggling the Most
    Overcoming Sales Challenges: Change the Decision Criteria
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    653falsefull    Selling When Budgets are Tighthttps://www.spreaker.com/episode/selling-when-budgets-are-tight--51904685Here are some additional resources
    Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative
    Get Busy: Advice for Salespeople w/ John Kaplan | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1886b81b-43ca-446f-964e-47b00e13c576Tue, 02 Aug 2022 07:00:00 +0000Force ManagementThere is always the possibility of a recession or financial downturn. During such times, companies are inclined to tighten their budgets, which may make salespeople like you nervous, to say the least. How do you sell effectively when your customers...Here are some additional resources
    Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative
    Get Busy: Advice for Salespeople w/ John Kaplan | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    612falsefull    Technical and Business Painhttps://www.spreaker.com/episode/technical-and-business-pain--51904688Here are some additional resources
    Enable Your Salespeople to Help Buyers Stand in the Moment of Pain
    https://bit.ly/2ZEoRgI
    Finding the Business Pain w/ John Kaplan | Podcast
    https://apple.co/3IjzrRb
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    0a6794a9-f104-4178-9555-764b82e16577Tue, 26 Jul 2022 07:00:00 +0000Force ManagementSellers 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...Here are some additional resources
    Enable Your Salespeople to Help Buyers Stand in the Moment of Pain
    https://bit.ly/2ZEoRgI
    Finding the Business Pain w/ John Kaplan | Podcast
    https://apple.co/3IjzrRb
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    511falsefull    Why Are You Losing?https://www.spreaker.com/episode/why-are-you-losing--51904691Here are some additional resources
    Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights 
    Sales Best Practices: Attach to the Biggest Business Problem 
    Overcoming Sales Challenges: Change the Decision Criteria 
    Beyond the Win/Loss Data with Tim Caito | Video  
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    ab44381e-18a7-4275-8859-b77a339322bcTue, 19 Jul 2022 07:00:00 +0000Force ManagementAll sellers occasionally go through rough periods. Maybe you’ve had some bad breaks or customer shake-ups. John Kaplan explains why you might be losing and offers suggestions for how to move forward after low periods, including attaching to the...Here are some additional resources
    Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights 
    Sales Best Practices: Attach to the Biggest Business Problem 
    Overcoming Sales Challenges: Change the Decision Criteria 
    Beyond the Win/Loss Data with Tim Caito | Video  
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    693falsefull    Using Customer Testimonials in Your Sales Processhttps://www.spreaker.com/episode/using-customer-testimonials-in-your-sales-process--51904694Here are some additional resources
    Four Ways to Use Customer Testimonials in Your Sales Process
    Maximize the Effectiveness of Proof Points in Your Sales Conversations
    Develop Proof Points That Make an Impact
    Methods to Increase Sales: Nailing Your Proof Points 
    Maximize the Effectiveness of Proof Points w/ John Kaplan | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .]]>    8b0db95a-a342-4a33-baba-ba43010d9f93Tue, 12 Jul 2022 07:00:00 +0000Force ManagementBoth sellers and buyers today recognize the power of testimonials when it comes to influencing customers to purchase a product or service—it’s ingrained in our society. However, it may be difficult for reps to determine where exactly they fit in when...Here are some additional resources
    Four Ways to Use Customer Testimonials in Your Sales Process
    Maximize the Effectiveness of Proof Points in Your Sales Conversations
    Develop Proof Points That Make an Impact
    Methods to Increase Sales: Nailing Your Proof Points 
    Maximize the Effectiveness of Proof Points w/ John Kaplan | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .]]>    762falsefull    Working for a Bad Managerhttps://www.spreaker.com/episode/working-for-a-bad-manager--51904698Here are some additional resources
    How to Ensure You're Selling For A Great Company
    Signs You're Working for a Company That's Staged for Growth


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    5eb85b11-8d9e-4237-b2f2-bb01e5243672Tue, 05 Jul 2022 07:00:00 +0000Force ManagementWe’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...Here are some additional resources
    How to Ensure You're Selling For A Great Company
    Signs You're Working for a Company That's Staged for Growth


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1373falsefull    What the Best Sellers Dohttps://www.spreaker.com/episode/what-the-best-sellers-do--51904736Here are some additional resources
    Why Sales Reps Struggle with Metrics in the Sales Conversation
    Your Most Critical Accounts: 4 Questions to Ask
    Sales Best Practices: 5 Ways to Prepare for Your Next Sales Meeting


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    745a8cc9-8e2f-473b-afc9-49b1a606a4f9Tue, 28 Jun 2022 07:15:00 +0000Force ManagementHear the practices that the most elite salespeople exhibit. John Kaplan joins us to highlight must-execute action steps for sellers including: expanding your referral networks, defining buyer metrics, influencing decision criteria, getting...Here are some additional resources
    Why Sales Reps Struggle with Metrics in the Sales Conversation
    Your Most Critical Accounts: 4 Questions to Ask
    Sales Best Practices: 5 Ways to Prepare for Your Next Sales Meeting


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1201falsefull    Owning Your Successhttps://www.spreaker.com/episode/owning-your-success--51904696Plus, 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 ideas for future episodes, send them to Rachel at rclapp@forcemanagement.com.
    Here are some additional resources
    How to Ensure You're Selling for a Great Company (forcemanagement.com)
    How to Make Sure You're Working for Great Companies | Podcast
    Building an Accountable Culture | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    fa0c0136-73e5-43a0-9ad5-acf0371f22d1Tue, 21 Jun 2022 07:00:00 +0000Force ManagementWhen you work for someone else, much of your day to day can be out of your control and power. So, how do you take ownership of that which you can control? In this episode, John Kaplan explains the importance of owning your success and shares tips on...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 ideas for future episodes, send them to Rachel at rclapp@forcemanagement.com.
    Here are some additional resources
    How to Ensure You're Selling for a Great Company (forcemanagement.com)
    How to Make Sure You're Working for Great Companies | Podcast
    Building an Accountable Culture | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1333falsefull    Navigating Changes in Leadershiphttps://www.spreaker.com/episode/navigating-changes-in-leadership--51904711Here are some additional resources:
    Articulating Differentiation: 5 Ways to Trap the Competition
    Aligning Differentiation to Your Buyer | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    6344e179-ed5d-4b33-98e2-95ab307532cdTue, 14 Jun 2022 07:00:00 +0000Force ManagementChanges in leadership commonly take place during the sales process. Although disruptive, they are an occurrence for which preparation is key. How do you ensure that new leadership recognizes the value of your solution and gets behind it? John Kaplan...Here are some additional resources:
    Articulating Differentiation: 5 Ways to Trap the Competition
    Aligning Differentiation to Your Buyer | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    889falsefull    Building Your Referral Networkhttps://www.spreaker.com/episode/building-your-referral-network--51904702Here are some additional resources:
    Don’t Forget These Key Steps to a Value-Based Sales Conversation
    Valuable Customer Meetings | Podcast
    Getting into a new opportunity | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    e71fe70d-ece7-46f8-8e32-48c8b29d0afdTue, 07 Jun 2022 07:00:00 +0000Force ManagementEverybody knows about the need to build their referral network, but very few people talk specifically about how best to do so. Many sellers are uncomfortable asking for referrals. How do you request a referral without coming off as pushy, or even...Here are some additional resources:
    Don’t Forget These Key Steps to a Value-Based Sales Conversation
    Valuable Customer Meetings | Podcast
    Getting into a new opportunity | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    730falsefull    Executing a Single Selling Motionhttps://www.spreaker.com/episode/executing-a-single-selling-motion--51904695Here are some additional resources:
    The Audible-Ready Sales Podcast: How to Make Sure You're Working for Great Companies w/ John Kaplan on Apple Podcasts
    Four Questions Every Sales Organization Needs to Answer


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    24f93457-bd70-4292-8dcb-1380d5a03c58Tue, 31 May 2022 07:00:00 +0000Force ManagementAs a seller, it’s not uncommon to feel overwhelmed by the numerous methodologies, tactics and processes that you are given to follow. How do you pull everything together fluidly without feeling as though you’re mindlessly piling on process after...Here are some additional resources:
    The Audible-Ready Sales Podcast: How to Make Sure You're Working for Great Companies w/ John Kaplan on Apple Podcasts
    Four Questions Every Sales Organization Needs to Answer


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    696falsefull    Active Listening in Sales Conversationshttps://www.spreaker.com/episode/active-listening-in-sales-conversations--51904704Here are some additional resources:
    3 Skills to Improve Your Sales Conversations
    Effective Sales Communication: 5 Key Actions
    Why Your Active Listening Skills Are Crucial to Hitting Your Number
    How to Ensure You're Audible-Ready in Your B2B Sales Conversations


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    0adce137-f8cc-4745-9ef6-8ca5f361b709Tue, 24 May 2022 07:00:00 +0000Force ManagementWe often focus on asking two-sided, open-ended discovery questions to learn about prospective customers. However, there is little value in asking these questions if you are unable to listen effectively. How can you improve your listening in sales...Here are some additional resources:
    3 Skills to Improve Your Sales Conversations
    Effective Sales Communication: 5 Key Actions
    Why Your Active Listening Skills Are Crucial to Hitting Your Number
    How to Ensure You're Audible-Ready in Your B2B Sales Conversations


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1228falsefull    Aligning with Corporate Initiativeshttps://www.spreaker.com/episode/aligning-with-corporate-initiatives--51904687Here are some additional resources:
    Three Common Sales Challenges and What to Do About Them
    How to Get Higher in Your Prospect's Organization 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    e90f2087-8a78-4109-8503-99540d127804Tue, 17 May 2022 07:00:00 +0000Force ManagementWhen 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...Here are some additional resources:
    Three Common Sales Challenges and What to Do About Them
    How to Get Higher in Your Prospect's Organization 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    676falsefull    Competing initiatives: Moving Your Deal Forwardhttps://www.spreaker.com/episode/competing-initiatives-moving-your-deal-forward--51904713Here are some additional resources:
    https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internally 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    24a5b088-4ea2-41cc-befb-496ed9a575f8Tue, 10 May 2022 07:15:00 +0000Force ManagementSellers 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...Here are some additional resources:
    https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internally 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    492falsefull    Join the Force Teamhttps://www.spreaker.com/episode/join-the-force-team--51904692rclapp@forcemanagement.com
    See all of our open positions here: https://www.forcemanagement.com/careers]]>    3ef76ec2-fb9a-43ff-bc24-06d6a986df00Fri, 06 May 2022 12:56:54 +0000Force ManagementJoin the Force Management Team! Opportunities at all levels and in various departments. If you're interested email Rachel at: rclapp@forcemanagement.com See all of our open positions here: https://www.forcemanagement.com/careersrclapp@forcemanagement.com
    See all of our open positions here: https://www.forcemanagement.com/careers]]>    53false163full    Leading From the Front W/ Paul "PK" Kleinschnitz, CCO at BlueVoyanthttps://www.spreaker.com/episode/leading-from-the-front-w-paul-pk-kleinschnitz-cco-at-bluevoyant--51904751How leaders are driving alignment with their buyers today
    Building a sales culture that’s focused on individual and company growth
    Key factors to incorporate into your sales transformation initiative
    How to Lead From the Front to achieve critical company objectives  


    BlueVoyant is hiring, more here: https://www.bluevoyant.com/careers/
    Here are some additional resources:
    More about PK
    More about BlueVoyant
    New to the VP of Sales role: Road Map for Sales Success  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    620f8247-cb56-42e2-a0cb-f181b33070caTue, 03 May 2022 06:00:00 +0000Force ManagementIt takes conviction to lead a sales organization to the next level. What can you focus on to help your sales organization deliver results? Dig deep into the mind of the Chief Commercial Officer (CCO). John Kaplan goes one-on-one with Paul "PK"...How leaders are driving alignment with their buyers today
    Building a sales culture that’s focused on individual and company growth
    Key factors to incorporate into your sales transformation initiative
    How to Lead From the Front to achieve critical company objectives  


    BlueVoyant is hiring, more here: https://www.bluevoyant.com/careers/
    Here are some additional resources:
    More about PK
    More about BlueVoyant
    New to the VP of Sales role: Road Map for Sales Success  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    2562falsefull    Going Above Someone's Headhttps://www.spreaker.com/episode/going-above-someone-s-head--51904709Here are some additional resources:
    Why Sales Reps Struggle with Metrics in the Sales Conversation (the M & the W)
    How to Get Higher in Your Prospect's Organization
    Navigating the Decision Process With Multiple Buyers 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    4f9da6a7-5943-47d6-890e-f963db005e1dTue, 26 Apr 2022 07:00:00 +0000Force ManagementAs you navigate sales conversations with multiple stakeholders in an organization, understanding the internal, political landscape is critical. One move can make or break your deal. How do you do it without appearing like you’re going around someone...Here are some additional resources:
    Why Sales Reps Struggle with Metrics in the Sales Conversation (the M & the W)
    How to Get Higher in Your Prospect's Organization
    Navigating the Decision Process With Multiple Buyers 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    857falsefull    Walking Awayhttps://www.spreaker.com/episode/walking-away--51904744Here are some additional resources:
    How to Reignite Stalled Deals
    Why Your Deals Are Taking Too Long
    Finding the Business Pain 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    ffebc10b-006a-4ca9-ac7d-1e9a330bcd27Tue, 19 Apr 2022 06:00:00 +0000Force ManagementIn the quest to hit the number, sellers can find themselves challenged with knowing when to walk away from a deal. Save this episode as a reminder when you need it. John Kaplan joins us to detail how to ensure you’re spending your time on the right...Here are some additional resources:
    How to Reignite Stalled Deals
    Why Your Deals Are Taking Too Long
    Finding the Business Pain 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    386falsefull    Differentiationhttps://www.spreaker.com/episode/differentiation--51904719Here are some additional resources:
    Stacking Customer Requirements in Your Favor 
    Helping Buyers Reach Their Own Conclusions 
    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.]]>    72936f0d-d8ef-4401-811c-06ca04ab195fTue, 12 Apr 2022 07:15:00 +0000Force ManagementThere’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,...Here are some additional resources:
    Stacking Customer Requirements in Your Favor 
    Helping Buyers Reach Their Own Conclusions 
    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.]]>    944falsefull    Persuasionhttps://www.spreaker.com/episode/persuasion--51904725Here are some additional resources:
    Improve Your Active Listening Skills
    Helping Buyers Reach Their Own Conclusions
    Getting Comfortable with Uncomfortable Conversations


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    0c56a47f-6924-4989-8e98-03526784a546Tue, 05 Apr 2022 08:00:00 +0000Force ManagementThe idea of persuasion can give salespeople a bad rap. Instead, flip the script. The best sellers don’t persuade customers, they let customers persuade themselves. John Kaplan joins us to detail how you can get your buyer to come to their own...Here are some additional resources:
    Improve Your Active Listening Skills
    Helping Buyers Reach Their Own Conclusions
    Getting Comfortable with Uncomfortable Conversations


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    896falsefull    Selling to People with More Experiencehttps://www.spreaker.com/episode/selling-to-people-with-more-experience--51904708Here are some additional resources:
    Selling to More Experienced Professionals
    Overcoming the Seller Deficit Disorder
    Getting Comfortable with Uncomfortable Conversations


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    754da334-0fa1-4b90-aca5-0bc442964566Tue, 29 Mar 2022 08:00:00 +0000Force ManagementWhether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more...Here are some additional resources:
    Selling to More Experienced Professionals
    Overcoming the Seller Deficit Disorder
    Getting Comfortable with Uncomfortable Conversations


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    971falsefull    Positioning Your Sales Skillshttps://www.spreaker.com/episode/positioning-your-sales-skills--51904689Here are some additional resources:
    How to Use Your Sales Skills in Your Next Job Interview
    How to Ensure You're Selling For A Great Company


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    27c796ef-01cd-4b09-a36a-a27bcb153799Tue, 22 Mar 2022 08:00:00 +0000Force ManagementMuch like progressing a deal, as you progress in your sales career, being able to position your sales skills in those interviews can help you differentiate yourself, and win the role. John Kaplan explains how to position yourself as a buyer-focused...Here are some additional resources:
    How to Use Your Sales Skills in Your Next Job Interview
    How to Ensure You're Selling For A Great Company


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    777falsefull    Sneak Preview: Revenue Builders Podcast Ep00https://www.spreaker.com/episode/sneak-preview-revenue-builders-podcast-ep00--51904714https://www.forcemanagement.com/revenue-builders-podcast 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    82c7b5d8-37df-4e32-a38e-98f200fbc307Tue, 15 Mar 2022 07:15:00 +0000Force ManagementForce Management is launching a new podcast. Revenue Builders is hosted by John McMahon and John Kaplan. They’ll interview C-suite leaders, PE/VC leaders and executives who’ve been there, done that and delivered results. It’s coming to you every...https://www.forcemanagement.com/revenue-builders-podcast 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1269falsefull    Manager Tips of the Dayhttps://www.spreaker.com/episode/manager-tips-of-the-day--51904759Here are some additional resources:
    Leadership Insights to Share With Your Front-line Managers
    Coaching Your Teams [Podcast]
    Meet the Facilitator: Patrick McLoughlin
    Connect with Patrick McLoughlin on LinkedIn 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    ef903836-a906-4cff-a234-f058071cf932Tue, 08 Mar 2022 08:00:00 +0000Force ManagementIf you want to be a great manager, it takes a different skillset than what it takes to be a great seller. After all, being a great player of the game doesn’t guarantee you’ll be a great coach. Our own Patrick McLoughlin is passionate about building...Here are some additional resources:
    Leadership Insights to Share With Your Front-line Managers
    Coaching Your Teams [Podcast]
    Meet the Facilitator: Patrick McLoughlin
    Connect with Patrick McLoughlin on LinkedIn 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1043falsefull    Building an Accountable Culturehttps://www.spreaker.com/episode/building-an-accountable-culture--51904716Here are some additional resources:
    - Set A Results-Driven Sales Planning Mindset
    - Develop a Sales Franchise Mindset
    - How to Improve Qualification in Your Sales Organization 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    78a1ea63-e95d-449d-9dac-2bb421891d06Tue, 01 Mar 2022 08:00:00 +0000Force ManagementBecoming 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...Here are some additional resources:
    - Set A Results-Driven Sales Planning Mindset
    - Develop a Sales Franchise Mindset
    - How to Improve Qualification in Your Sales Organization 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    945falsefull    Breaking Down the Corporate Deckhttps://www.spreaker.com/episode/breaking-down-the-corporate-deck--51904741Here are some additional resources:
    Purpose Process Payoff 
    Align with the Buying Process: The Power of the Mantra 
    Prepare and Practice to Confidently Execute Sales Calls 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    595dfff4-8c87-4391-9646-c541f99a676cTue, 22 Feb 2022 08:15:00 +0000Force ManagementBeing able to execute memorable and impactful presentations is an often-overlooked sales skill. John Kaplan shares the key steps you can take to prepare and execute a buyer-focused presentation, even when you’re talking about yourself.  Here are some...Here are some additional resources:
    Purpose Process Payoff 
    Align with the Buying Process: The Power of the Mantra 
    Prepare and Practice to Confidently Execute Sales Calls 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1200falsefull    Valuable Customer Meetingshttps://www.spreaker.com/episode/valuable-customer-meetings--51904764Here are the Essential Questions we mention in the episode:
    What problems do you solve?
    How do you solve those problems?
    How do you solve them differently or better than the competition?
    Where have you done it before, what’s your proof? 


    Here are some additional resources:
    The Seller Deficit Disorder
    Purpose Process Payoff
    Four Questions Every Sales Organization Needs to Answer 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    f3223fe8-02dd-4979-b6f4-96f3ce39db03Tue, 15 Feb 2022 08:15:00 +0000Force ManagementThe last two years have exposed some flaws in salespeople’s approach to customer meetings. If you want to be successful, you can’t go back to the way you secured or conducted on-premise meetings before the pandemic. Tim Caito shares the overlooked...Here are the Essential Questions we mention in the episode:
    What problems do you solve?
    How do you solve those problems?
    How do you solve them differently or better than the competition?
    Where have you done it before, what’s your proof? 


    Here are some additional resources:
    The Seller Deficit Disorder
    Purpose Process Payoff
    Four Questions Every Sales Organization Needs to Answer 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1808falsefull    Responding to a RFPhttps://www.spreaker.com/episode/responding-to-a-rfp--51904700Here are some additional resources:
    Differentiate How You Sell 
    Getting Comfortable with Uncomfortable Conversations [Podcast] 
    Executing Great Discovery  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    7c674062-7620-4f9a-b528-a4488daa50b6Tue, 08 Feb 2022 08:15:00 +0000Force ManagementResponding 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...Here are some additional resources:
    Differentiate How You Sell 
    Getting Comfortable with Uncomfortable Conversations [Podcast] 
    Executing Great Discovery  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    2217falsefull    A Conversation with Segment CRO Joe Morrisseyhttps://www.spreaker.com/episode/a-conversation-with-segment-cro-joe-morrissey--51904701Elevating the go-to-market approach
    Key challenges when scaling product-led growth and how to overcome them
    The right time to invest in distribution and customer success
    Capturing cross-functional alignment behind customer outcomes


    Here are some additional resources
    Segment Case Study 
    How to Scale Product-led Growth 
    What CROs Prioritize to Drive Critical Company Outcomes 
    Aligning Sales with Product: A Conversation on Alignment 




    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    6328e747-4680-47b6-96be-3c0fb48bfeb3Tue, 01 Feb 2022 08:15:00 +0000Force ManagementSegment's Chief Revenue Officer, Joe Morrissey, joins John Kaplan to discuss how Segment implemented a value-based sales motion to scale their organization’s product-led growth (PLG), increasing Annual Recurring Revenue by 150% over two years. They...Elevating the go-to-market approach
    Key challenges when scaling product-led growth and how to overcome them
    The right time to invest in distribution and customer success
    Capturing cross-functional alignment behind customer outcomes


    Here are some additional resources
    Segment Case Study 
    How to Scale Product-led Growth 
    What CROs Prioritize to Drive Critical Company Outcomes 
    Aligning Sales with Product: A Conversation on Alignment 




    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    2285falsefull    After the SKOhttps://www.spreaker.com/episode/after-the-sko--51904729Here are some additional resources on discovery:
    How to Set Up an Effective Adoption Plan Around Your Sales Kickoff 
    Insights on Maintaining Virtual SKO Momentum 
    Critical SKO Concepts Sales Leaders Must Communicate 
    How to Equip Managers to Drive Lasting Results from a Sales Initiative 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    9734b4b0-afe7-49f8-ae4d-10b58a30f7ecTue, 25 Jan 2022 08:15:00 +0000Force ManagementThe time period after your sales kickoff is a pivotal one. You spend countless hours planning and executing the SKO, but what’s the plan to maintain that momentum that’s created? What can you focus on as it relates to your day-to-day activities? Force...Here are some additional resources on discovery:
    How to Set Up an Effective Adoption Plan Around Your Sales Kickoff 
    Insights on Maintaining Virtual SKO Momentum 
    Critical SKO Concepts Sales Leaders Must Communicate 
    How to Equip Managers to Drive Lasting Results from a Sales Initiative 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1098falsefull    Pairing Value and Metricshttps://www.spreaker.com/episode/pairing-value-and-metrics--51904735John Kaplan discusses the role both companies and their salespeople play in ensuring their solutions get the credit they deserve for driving significant customer outcomes.
    Here are some additional resources:
    Navigating the Decision Process With Multiple Buyers [Podcast] 
    The Decision Process: Everything You Need to Know to Sell More 
    Why You’re Struggling With Metrics in the Sales Conversation  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    932e2f5c-cc57-4320-831e-bbada47f875dTue, 18 Jan 2022 08:15:00 +0000Force ManagementDefining metrics demands company alignment. Getting buyers to map to and define how they’ll measure success as it relates to your solution isn’t always easy. People may hesitate when it comes to being measured.  John Kaplan discusses the role both...John Kaplan discusses the role both companies and their salespeople play in ensuring their solutions get the credit they deserve for driving significant customer outcomes.
    Here are some additional resources:
    Navigating the Decision Process With Multiple Buyers [Podcast] 
    The Decision Process: Everything You Need to Know to Sell More 
    Why You’re Struggling With Metrics in the Sales Conversation  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    924falsefull    100th Episodehttps://www.spreaker.com/episode/100th-episode--51904743Here are some additional resources
    How Do You Hire Elite Salespeople? https://bit.ly/3r8nsO7

    How to Scale Product-led Growth https://bit.ly/3nfZn6K

    Our Top Podcasts From This Year to Share with Your Salespeople  https://bit.ly/31Ny3p3



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    66dcf948-b857-40dc-992f-67981e8a91a7Tue, 11 Jan 2022 15:08:24 +0000Force ManagementTo celebrate our 100th episode, Brian Walsh joined us to interview Force Management Co-Founders John Kaplan and Grant Wilson. They discuss the journey from starting Force Management to celebrating nearly 20 years in business. We are joined by a...Here are some additional resources
    How Do You Hire Elite Salespeople? https://bit.ly/3r8nsO7

    How to Scale Product-led Growth https://bit.ly/3nfZn6K

    Our Top Podcasts From This Year to Share with Your Salespeople  https://bit.ly/31Ny3p3



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    3586falsefull    Prepping Others for Your Sales Callshttps://www.spreaker.com/episode/prepping-others-for-your-sales-calls--51904739Here are some additional resources
    How to Ask for Help on Your Deals 
    5 Things to Do Before Your Next Sales Conversation 
    Key Things to Do After Every Sales Call  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    5b6a012d-a887-4a26-83fc-13c2e6c21b79Tue, 04 Jan 2022 08:00:00 +0000Force ManagementPreparing 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...Here are some additional resources
    How to Ask for Help on Your Deals 
    5 Things to Do Before Your Next Sales Conversation 
    Key Things to Do After Every Sales Call  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    654falsefull    Funniest Sales Storieshttps://www.spreaker.com/episode/funniest-sales-stories--51904747Here are the full episodes featuring the stories we shared 
    Patrick McLoughlin 
    Antonella O’Day 
    Tim Caito  
    Brian Walsh 
    Kamonte McCray 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    0bdc7877-8a3a-4984-846a-b123ff616ddcTue, 28 Dec 2021 08:15:00 +0000Force ManagementA montage of the funniest sales stories covered during our Lessons Learned in Sales series. Catch up on these highlights that you might have missed and share your funny stories with by leaving us a comment or tagging us on LinkedIn: The Audible-Ready...Here are the full episodes featuring the stories we shared 
    Patrick McLoughlin 
    Antonella O’Day 
    Tim Caito  
    Brian Walsh 
    Kamonte McCray 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1258falsefull    How to Tell Impactful Storieshttps://www.spreaker.com/episode/how-to-tell-impactful-stories--51904706A great story helps your buyers understand what’s possible and how they can achieve their desired outcomes. Understand how to improve your storytelling skills and what to focus on to have a bigger impact on your buyer. John Kaplan shares a few storytelling tactics you can use to elevate your approach and move your deals forward, faster.
    Here are some additional resources:
    5 Things to do Before Your Next Sales Conversation [Podcast] 
    When To Use Customer Case Studies in the Sales Process 
    Align with the Buying Process: The Power of the Mantra 
    5 Ways to Gain Trust in the Sales Process 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    44a2c986-1a28-4b8f-a387-e73ab957465fTue, 21 Dec 2021 08:15:00 +0000Force ManagementAny salesperson can tell a good story. Styles may differ, but your message is what matters.  A great story helps your buyers understand what’s possible and how they can achieve their desired outcomes. Understand how to improve your storytelling skills...A great story helps your buyers understand what’s possible and how they can achieve their desired outcomes. Understand how to improve your storytelling skills and what to focus on to have a bigger impact on your buyer. John Kaplan shares a few storytelling tactics you can use to elevate your approach and move your deals forward, faster.
    Here are some additional resources:
    5 Things to do Before Your Next Sales Conversation [Podcast] 
    When To Use Customer Case Studies in the Sales Process 
    Align with the Buying Process: The Power of the Mantra 
    5 Ways to Gain Trust in the Sales Process 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    933falsefull    How to Hold to a Committed Forecast w/ Paul DeMorehttps://www.spreaker.com/episode/how-to-hold-to-a-committed-forecast-w-paul-demore--51904749Force Management Senior Partner Paul DeMore has conversations with sales leaders nearly every week around enabling salespeople to hold to their committed forecasts. He joins us to share what’s top-of-mind right now for sales leaders looking to reduce slipped deals and improve win rates. He also shares actionable tips your managers and reps can use to improve outcomes and speed up their deals.
    Here are some additional resources on sales planning:
    A Conversation with John McMahon 
    How to Hold to Your Committed Forecast 
    How to Reignite Stalled Deals 
    Book: The Qualified Sales Leader 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    b364edba-8a07-4d2e-b3f6-d05037309cd7Tue, 14 Dec 2021 08:15:00 +0000Force ManagementIn this episode, we cover key steps to make sure you hold to your committed forecast.  Force Management Senior Partner Paul DeMore has conversations with sales leaders nearly every week around enabling salespeople to hold to their committed forecasts....Force Management Senior Partner Paul DeMore has conversations with sales leaders nearly every week around enabling salespeople to hold to their committed forecasts. He joins us to share what’s top-of-mind right now for sales leaders looking to reduce slipped deals and improve win rates. He also shares actionable tips your managers and reps can use to improve outcomes and speed up their deals.
    Here are some additional resources on sales planning:
    A Conversation with John McMahon 
    How to Hold to Your Committed Forecast 
    How to Reignite Stalled Deals 
    Book: The Qualified Sales Leader 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    884falsefull    Coaching Your Teamshttps://www.spreaker.com/episode/coaching-your-teams--51904753Your job is difficult. Often top sellers, who were promoted to managers, can find it challenging to coach the skills they excelled at. Being a great player of the game doesn’t directly translate into being a great coach of the game. The coaching skill set is completely different. If you find yourself often taking over deals for your reps, or are unsure of how to best support each individual on your team — tune in. John Kaplan shares his advice for front-line sales managers who want to have a bigger impact on their team’s growth and revenue numbers. 
    Here are some additional resources on sales planning:
    Execute the Skill/Will Coaching Approach 
    Our Top Resources For Giving Effective Feedback 
    Five Ways to Give Better Feedback to Your Sales Teams  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    b470a413-0cbb-40c1-b4cf-26af3ae62833Tue, 07 Dec 2021 08:00:00 +0000Force ManagementFront-line sales managers this one’s for you!  Your job is difficult. Often top sellers, who were promoted to managers, can find it challenging to coach the skills they excelled at. Being a great player of the game doesn’t directly translate into...Your job is difficult. Often top sellers, who were promoted to managers, can find it challenging to coach the skills they excelled at. Being a great player of the game doesn’t directly translate into being a great coach of the game. The coaching skill set is completely different. If you find yourself often taking over deals for your reps, or are unsure of how to best support each individual on your team — tune in. John Kaplan shares his advice for front-line sales managers who want to have a bigger impact on their team’s growth and revenue numbers. 
    Here are some additional resources on sales planning:
    Execute the Skill/Will Coaching Approach 
    Our Top Resources For Giving Effective Feedback 
    Five Ways to Give Better Feedback to Your Sales Teams  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1016falsefull    Lessons Learned in Sales W/ Kamonte McCrayhttps://www.spreaker.com/episode/lessons-learned-in-sales-w-kamonte-mccray--51904722How feeling too comfortable in a big account put his company in a dangerous position, costing him the deal
    A deal negotiation that involved a language barrier and a lesson he’ll never forget
    A tricky negotiation tactic that reiterated the importance of staying calm and reiterating value during pricing conversations 


    Here are some additional resources:
    Lessons Learned in Sales w/ Kamonte McCray https://bit.ly/3xElCaB

    Kamonte McCray Bio https://bit.ly/3AUeqr3

    Sales Leadership & Accountability Webinar  https://bit.ly/2Z3Q8gU



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    ed7d2d95-66a5-4518-b107-3b4a5da82d6cTue, 30 Nov 2021 08:00:00 +0000Force ManagementOur podcast series “Lessons Learned in Sales” continues this week as John Kaplan talks with Force Management’s new Chief Commercial Officer (CCO) Kamonte McCray. They discuss:  How feeling too comfortable in a big account put his company in a...How feeling too comfortable in a big account put his company in a dangerous position, costing him the deal
    A deal negotiation that involved a language barrier and a lesson he’ll never forget
    A tricky negotiation tactic that reiterated the importance of staying calm and reiterating value during pricing conversations 


    Here are some additional resources:
    Lessons Learned in Sales w/ Kamonte McCray https://bit.ly/3xElCaB

    Kamonte McCray Bio https://bit.ly/3AUeqr3

    Sales Leadership & Accountability Webinar  https://bit.ly/2Z3Q8gU



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1867falsefull    Backing Up Your Dealshttps://www.spreaker.com/episode/backing-up-your-deals--51904761Here are some additional resources on sales planning:
    Reassess Your Deals 
    Helping Buyers Reach Their Own Conclusions 
    How to Ensure You're Audible-Ready in Your B2B Sales Conversations 
    How to Ask the Right Questions in Your Sales Conversation  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    15114bc7-60d1-4c29-9808-6f1bc1784682Tue, 23 Nov 2021 08:30:00 +0000Force ManagementEver advance a deal too quickly, only to find out you need to back up the sales process? John Kaplan joins us to discuss how to step back and work with your customer to ensure you’ve got all of the information you need to reassess and progress your...Here are some additional resources on sales planning:
    Reassess Your Deals 
    Helping Buyers Reach Their Own Conclusions 
    How to Ensure You're Audible-Ready in Your B2B Sales Conversations 
    How to Ask the Right Questions in Your Sales Conversation  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    941falsefull    Three Steps for Your Sales Planhttps://www.spreaker.com/episode/three-steps-for-your-sales-plan--51904717Maybe you’ve had your best year yet and are wondering how to repeat that success or you’re looking for ways to improve next year. Whatever your goals are, now is the time to put in the work and ask for what you need to make it happen. John Kaplan joins us to share three areas you can focus on.
    Here are some additional resources on sales planning:
    The Plan to Make the Plan 
    Set A Results-Driven Sales Planning Mindset 
    How to Ask for Help on Your Deals [Podcast]  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    4ae6c006-6c4b-4e89-9a21-bce5c787a3aaTue, 16 Nov 2021 08:00:00 +0000Force ManagementAs the end of the year approaches, how are you going to make your plan next year? What do you want to deliver? If the answer is on-time-earnings and beyond tune in.  Maybe you’ve had your best year yet and are wondering how to repeat that success or...Maybe you’ve had your best year yet and are wondering how to repeat that success or you’re looking for ways to improve next year. Whatever your goals are, now is the time to put in the work and ask for what you need to make it happen. John Kaplan joins us to share three areas you can focus on.
    Here are some additional resources on sales planning:
    The Plan to Make the Plan 
    Set A Results-Driven Sales Planning Mindset 
    How to Ask for Help on Your Deals [Podcast]  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    893falsefull    Win Loss Reviewshttps://www.spreaker.com/episode/win-loss-reviews--51904752Key Questions to ask on every deal:
    What are the business issues driving a compelling event related to this target opportunity?
    Who do these business issues impact the most?
    How will the customer make a decision?
    How does our solution align with the decision criteria?
    Who are we competing against?
    What are our strengths? Where are our gaps?
    What is our strategy moving forward?
    What are our most critical next steps?



    Here are some additional resources on win-loss reviews
    Why Your Sales Organization is Losing and What to Do About It 
    Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights 
    Questions for Managers to Ask on Every Opportunity Review 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .]]>    48bfcbcc-759c-4977-af8f-3104ef0607e0Tue, 09 Nov 2021 09:30:00 +0000Force ManagementHigh-performing sales organizations don’t just know why deals are won and lost. These teams have a systematic way to leverage those insights to impact and improve future sales opportunities. In this episode, Force Management Facilitator and Senior...Key Questions to ask on every deal:
    What are the business issues driving a compelling event related to this target opportunity?
    Who do these business issues impact the most?
    How will the customer make a decision?
    How does our solution align with the decision criteria?
    Who are we competing against?
    What are our strengths? Where are our gaps?
    What is our strategy moving forward?
    What are our most critical next steps?



    Here are some additional resources on win-loss reviews
    Why Your Sales Organization is Losing and What to Do About It 
    Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights 
    Questions for Managers to Ask on Every Opportunity Review 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .]]>    984falsefull    Differentiate How You Sellhttps://www.spreaker.com/episode/differentiate-how-you-sell--51904703There is as much differentiation in how you sell as there is in what you sell. But how exactly do you differentiate your approach? Tune in to hear five key steps you can take to make yourself stand out from the competition and bring value to your buyers. 
    Here are some additional resources
    The Seller Deficit Disorder https://bit.ly/2X9PbTr

    Helping Buyers Reach Their Own Conclusions [Podcast] https://apple.co/2XbWZ7r

    Stacking Customer Requirements in Your Favor [Podcast]  https://apple.co/3nlxnjh



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify , or our website .]]>    7418f321-3c7f-47a1-a99e-54eb558dc797Tue, 02 Nov 2021 04:00:00 +0000Force ManagementSales is a game of inches. How you make your approach stand out from the competition (including do-nothing or do-it-internally options) can set you far ahead, or behind.  There is as much differentiation in how you sell as there is in what you sell....There is as much differentiation in how you sell as there is in what you sell. But how exactly do you differentiate your approach? Tune in to hear five key steps you can take to make yourself stand out from the competition and bring value to your buyers. 
    Here are some additional resources
    The Seller Deficit Disorder https://bit.ly/2X9PbTr

    Helping Buyers Reach Their Own Conclusions [Podcast] https://apple.co/2XbWZ7r

    Stacking Customer Requirements in Your Favor [Podcast]  https://apple.co/3nlxnjh



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify , or our website .]]>    732falsefull    How to Ask for Help on Your Dealshttps://www.spreaker.com/episode/how-to-ask-for-help-on-your-deals--51904683Here are some additional resources:
    MEDDICC Resources https://bit.ly/3tmhnyd

    Finding the Business Pain [Podcast] https://bit.ly/3E5fzyO

    Training For Managers: Providing The "How" To Improve Sales Performance  https://bit.ly/2YEcmGh



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify , or our website .]]>    d818524f-9478-494d-9f81-eb527f2c8198Tue, 26 Oct 2021 04:00:00 +0000Force ManagementYou know the deals you need help on, but how do you get the help you need? John Kaplan shares the best practices for getting the help you need on every deal. If you’re in a tight spot or find yourself needing similar support from deal to deal, this is...Here are some additional resources:
    MEDDICC Resources https://bit.ly/3tmhnyd

    Finding the Business Pain [Podcast] https://bit.ly/3E5fzyO

    Training For Managers: Providing The "How" To Improve Sales Performance  https://bit.ly/2YEcmGh



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify , or our website .]]>    513falsefull    Lessons Learned in Sales W/ Dale Monninhttps://www.spreaker.com/episode/lessons-learned-in-sales-w-dale-monnin--51904762When Dale learned just how critical it is to always be audible-ready.
    What led him to dramatically pivot the way he sold and the success he drove because of that shifted approach.
    An incident where fire dancing went awry. 


    Here are some additional resources based on the conversations with Dale:
    Meet the Facilitator: Dale Monnin https://bit.ly/3E0s8ew

    Good to Great to Elite [Podcast]  https://bit.ly/3yVuF5S



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    c350a324-3d6f-4adf-8067-8fd8872453f5Tue, 19 Oct 2021 04:00:00 +0000Force ManagementOur podcast series “Lessons Learned in Sales” continues this week as John Kaplan talks with Force Management Facilitator Dale Monnin. They discuss:  When Dale learned just how critical it is to always be audible-ready. What led him to dramatically...When Dale learned just how critical it is to always be audible-ready.
    What led him to dramatically pivot the way he sold and the success he drove because of that shifted approach.
    An incident where fire dancing went awry. 


    Here are some additional resources based on the conversations with Dale:
    Meet the Facilitator: Dale Monnin https://bit.ly/3E0s8ew

    Good to Great to Elite [Podcast]  https://bit.ly/3yVuF5S



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    1479falsefull    Key Things to Do After Every Sales Callhttps://www.spreaker.com/episode/key-things-to-do-after-every-sales-call--51904721Here are some additional resources:
    5 Things to Do Before Your Next Sales Conversation https://apple.co/3ajqZB8

    Overcoming Sales Challenges: A Buyer Focus on Seller Deficit Disorder https://bit.ly/3n7SjKf

    Align with the Buying Process: The Power of the Mantra https://bit.ly/2X1ARvS




    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    b6c266e2-03df-4d9c-8687-21bd4485cfc7Tue, 12 Oct 2021 04:00:00 +0000Force ManagementGet back to the basic sales fundamentals that help ensure great sales conversations and improved win rates. John Kaplan provides five things to execute after your next prospect call to own and improve your next steps. Here are some additional...Here are some additional resources:
    5 Things to Do Before Your Next Sales Conversation https://apple.co/3ajqZB8

    Overcoming Sales Challenges: A Buyer Focus on Seller Deficit Disorder https://bit.ly/3n7SjKf

    Align with the Buying Process: The Power of the Mantra https://bit.ly/2X1ARvS




    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    875falsefull    5 Things to Do Before Your Next Sales Conversationhttps://www.spreaker.com/episode/5-things-to-do-before-your-next-sales-conversation--51904781John 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/3spMjgA

    Improve Your Active Listening Skills [Podcast] 

    https://apple.co/3md3HUO

    Maximize the Effectiveness of Proof Points [Podcast] 

    https://apple.co/2XAxEE5


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    e4e93341-64ff-400b-bd8b-fa0cfc8295c2Tue, 05 Oct 2021 04:00:00 +0000Force ManagementGet 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...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/3spMjgA

    Improve Your Active Listening Skills [Podcast] 

    https://apple.co/3md3HUO

    Maximize the Effectiveness of Proof Points [Podcast] 

    https://apple.co/2XAxEE5


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    648falsefull    Lessons Learned in Sales W/ Brian Walshhttps://www.spreaker.com/episode/lessons-learned-in-sales-w-brian-walsh--51904712
    One experience that showed Brian how to effectively drive urgency in his deals.
    What the best sales leaders he worked with did
    How to recruit A-players and secure them from their existing organizations.
    The time his client was ready to sign a major deal and the one thing he forgot that almost cost him that deal.

    Here are some additional resources based on the conversations with Brian:

    Facilitator Profile, Brian Walsh 

    https://bit.ly/3CQpE12

    How to Enable Reps to Sell Higher [Podcast] 

    https://bit.ly/3kTQK1j

    Opportunity Coaching Lessons [Video] 

    https://bit.ly/3zPibNV


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    4d4dd7bf-b835-4eab-8b62-09a4faaf3099Tue, 28 Sep 2021 04:00:00 +0000Force ManagementOur podcast series “Lessons Learned in Sales” continues this week as John Kaplan talks with Force Management Senior Director of Facilitation Brian Walsh. They discuss:  One experience that showed Brian how to effectively drive urgency in his deals....
    One experience that showed Brian how to effectively drive urgency in his deals.
    What the best sales leaders he worked with did
    How to recruit A-players and secure them from their existing organizations.
    The time his client was ready to sign a major deal and the one thing he forgot that almost cost him that deal.

    Here are some additional resources based on the conversations with Brian:

    Facilitator Profile, Brian Walsh 

    https://bit.ly/3CQpE12

    How to Enable Reps to Sell Higher [Podcast] 

    https://bit.ly/3kTQK1j

    Opportunity Coaching Lessons [Video] 

    https://bit.ly/3zPibNV


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    1917falsefull    Selling to More Experienced Professionalshttps://www.spreaker.com/episode/selling-to-more-experienced-professionals--51904738John Kaplan shares how to prepare for conversations with experienced buyers in a way that will drive success and help you feel less intimidated going in. Great selling, is great selling, no matter your experience or background. Tune into this episode to hear tips and actions you can take right now. 
    Here are some additional resources

    Finding Success with Procurement [Podcast] https://apple.co/3ARsxO0 
    Overcoming the Seller Deficit Disorder [Article] https://bit.ly/3k2Hwhl 
    Why are you talking? [Podcast] https://apple.co/3CVvgrO 
    Four Essential Questions https://bit.ly/3maU5d3 

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    fe36ce41-5022-4dc2-a87e-8af4d1f7592eTue, 21 Sep 2021 04:00:00 +0000Force ManagementIf 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...John Kaplan shares how to prepare for conversations with experienced buyers in a way that will drive success and help you feel less intimidated going in. Great selling, is great selling, no matter your experience or background. Tune into this episode to hear tips and actions you can take right now. 
    Here are some additional resources

    Finding Success with Procurement [Podcast] https://apple.co/3ARsxO0 
    Overcoming the Seller Deficit Disorder [Article] https://bit.ly/3k2Hwhl 
    Why are you talking? [Podcast] https://apple.co/3CVvgrO 
    Four Essential Questions https://bit.ly/3maU5d3 

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1133falsefull    Moving Up and Down in Organizationshttps://www.spreaker.com/episode/moving-up-and-down-in-organizations--51904710Here are some additional resources

    Align with the Buying Process: The Power of the Mantra 

    https://bit.ly/3tFoUZ5

    Why You’re Struggling With Metrics in the Sales Conversation 

    https://bit.ly/3lgdoQg

    Navigating the Decision Process With Multiple Buyers [Podcast] 

    https://spoti.fi/3AhqEKU



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    0ffe4be8-5cf7-43b6-94cb-1844712e6744Tue, 14 Sep 2021 04:00:00 +0000Force ManagementDiscover 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...Here are some additional resources

    Align with the Buying Process: The Power of the Mantra 

    https://bit.ly/3tFoUZ5

    Why You’re Struggling With Metrics in the Sales Conversation 

    https://bit.ly/3lgdoQg

    Navigating the Decision Process With Multiple Buyers [Podcast] 

    https://spoti.fi/3AhqEKU



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    881falsefull    Sales Kickoffs: A Discussionhttps://www.spreaker.com/episode/sales-kickoffs-a-discussion--51904727Here are some additional resources on SKOs:

    Sales Kickoff Resources 

    https://bit.ly/3jQL4Do

    5 SKO Mistakes to Avoid On-Demand Webinar 

    https://bit.ly/37Etw7F

    Critical SKO Concepts Sales Leaders Must Communicate 

    https://bit.ly/3iFBlAi


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    cc2b5eee-616a-4f99-816a-9a56b13bd58fTue, 07 Sep 2021 12:42:52 +0000Force ManagementSales kickoffs can take many different forms -- the good, the bad, and the game changers. The Force Management team has helped countless sales leaders execute meaningful Sales Kickoffs that launch organizational change and impactful results. What...Here are some additional resources on SKOs:

    Sales Kickoff Resources 

    https://bit.ly/3jQL4Do

    5 SKO Mistakes to Avoid On-Demand Webinar 

    https://bit.ly/37Etw7F

    Critical SKO Concepts Sales Leaders Must Communicate 

    https://bit.ly/3iFBlAi


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    1803falsefull    Sales Kickoff Insightshttps://www.spreaker.com/episode/sales-kickoff-insights--51904715
    Sales Kickoff Resource Guidehttps://www.forcemanagement .com/sales-kickoff-resources]]>    f49fdfe5-5738-46b0-b084-0ad7241ffb84Fri, 03 Sep 2021 05:00:00 +0000Force ManagementFor those of you planning your next Sales Kickoff, use our resources, everything you need all in one place: Sales Kickoff Resource Guidehttps://www.forcemanagement .com/sales-kickoff-resources
    Sales Kickoff Resource Guidehttps://www.forcemanagement .com/sales-kickoff-resources]]>    66sales kickoff sko sales kick sfalsebonus    The Brandon Burlsworth Storyhttps://www.spreaker.com/episode/the-brandon-burlsworth-story--51904769Told in the movie Greater, Brandon's life was one of grit, dedication and hard work. But, he didn't start out that way. He started out as a young player, with a big goal, not unlike most sales athletes. Brandon went from a walk-on freshman football player at the University of Arkansas to become a 1st-Team All American, who was drafted into the NFL by the Indianapolis Colts. It's speculated that just 2% of all football players make it into the NFL. Hear the story to see how you can be greater every day.
    Here are additional resources and ways to can support:

    Greater the movie IMDB Page 

    https://imdb.to/3zCbzDa

    More on the Brandon Burlsworth Story

    https://bit.ly/3kIqipO 

    Brandon Burlsworth Foundation 

    https://bit.ly/3gO1eN8


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    cc2f4e45-c7f2-4267-810c-cb25b3648b0aTue, 31 Aug 2021 04:00:00 +0000Force ManagementIf you want to be "the top 2%", become an elite seller in your organization, and propel your career to the next level — take spirit from Brandon Burlsworth's UnCommon story. Sales leaders, share it with your sales reps and managers. Told in the movie...Told in the movie Greater, Brandon's life was one of grit, dedication and hard work. But, he didn't start out that way. He started out as a young player, with a big goal, not unlike most sales athletes. Brandon went from a walk-on freshman football player at the University of Arkansas to become a 1st-Team All American, who was drafted into the NFL by the Indianapolis Colts. It's speculated that just 2% of all football players make it into the NFL. Hear the story to see how you can be greater every day.
    Here are additional resources and ways to can support:

    Greater the movie IMDB Page 

    https://imdb.to/3zCbzDa

    More on the Brandon Burlsworth Story

    https://bit.ly/3kIqipO 

    Brandon Burlsworth Foundation 

    https://bit.ly/3gO1eN8


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .]]>    2678falsefull    Good to Great to Elite w/ Dale Monninhttps://www.spreaker.com/episode/good-to-great-to-elite-w-dale-monnin--51904728Force Management Facilitator and Director, Dale Monnin joins us to chat about helping salespeople move from good, to great to elite in their sales careers. He covers a variety of tips you can apply immediately to your sales process and approach including:
    - What areas of your skill set to improve if you want to be elite
    - What indicators to look for to know when you’ve done effective discovery
    - Ways to ask bold discovery questions and use silence to your advantage


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on building an elite sales organization:
    - How to Move Yourself Beyond Mediocrity [Podcast]
    - https://apple.co/3gspW4H
    - Stacking customer requirements in your favor [Podcast]
    - https://apple.co/35auU0y
    - Getting Comfortable with Uncomfortable Conversations [Podcast]
    - https://apple.co/358pkMk ]]>    65bef944-4d9b-49eb-87ef-4bb1ac6751fdTue, 24 Aug 2021 05:00:00 +0000Force ManagementIf you’re looking for quick tips to improve your ability to execute the fundamentals of elite selling — this is the episode for you. Force Management Facilitator and Director, Dale Monnin joins us to chat about helping salespeople move from good, to...Force Management Facilitator and Director, Dale Monnin joins us to chat about helping salespeople move from good, to great to elite in their sales careers. He covers a variety of tips you can apply immediately to your sales process and approach including:
    - What areas of your skill set to improve if you want to be elite
    - What indicators to look for to know when you’ve done effective discovery
    - Ways to ask bold discovery questions and use silence to your advantage


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on building an elite sales organization:
    - How to Move Yourself Beyond Mediocrity [Podcast]
    - https://apple.co/3gspW4H
    - Stacking customer requirements in your favor [Podcast]
    - https://apple.co/35auU0y
    - Getting Comfortable with Uncomfortable Conversations [Podcast]
    - https://apple.co/358pkMk ]]>    1583false80full    Lessons Learned in Sales W/ Tim Caitohttps://www.spreaker.com/episode/lessons-learned-in-sales-w-tim-caito--51904718- How to stay connected to your customer’s projects post-sale to ensure their success
    - The time a customer left him and his colleagues in the middle of an oil field
    - The common characteristics of the best sales managers he’s worked with
    - A motto he uses to differentiate his sales approach
    Tim’s passion for sales and coaching is energizing. Tune in to this episode to hear valuable takeaways you can use to drive positive impacts for your customers and your sales team.


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources based on the conversation with Tim:
    - Tim Caito - Meet the Facilitator Bio
    - https://bit.ly/2U14OL4
    - On-Demand Webinar | Selling and Negotiating on Value
    - https://bit.ly/3wSAile
    - Negotiation FAQs & Best Practices [Podcast] 
    - https://apple.co/35W424J ]]>    168bb353-cb5b-44a8-ad0f-50040eb9d1a6Tue, 17 Aug 2021 05:00:00 +0000Force ManagementOur podcast series “Lessons Learned in Sales”, continues as John Kaplan talks with Force Management Senior Partner Tim Caito. As always, Tim shares valuable insights, including: - How to stay connected to your customer’s projects post-sale to ensure...- How to stay connected to your customer’s projects post-sale to ensure their success
    - The time a customer left him and his colleagues in the middle of an oil field
    - The common characteristics of the best sales managers he’s worked with
    - A motto he uses to differentiate his sales approach
    Tim’s passion for sales and coaching is energizing. Tune in to this episode to hear valuable takeaways you can use to drive positive impacts for your customers and your sales team.


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources based on the conversation with Tim:
    - Tim Caito - Meet the Facilitator Bio
    - https://bit.ly/2U14OL4
    - On-Demand Webinar | Selling and Negotiating on Value
    - https://bit.ly/3wSAile
    - Negotiation FAQs & Best Practices [Podcast] 
    - https://apple.co/35W424J ]]>    1893false79full    How to Get Your Customer to Open Up Virtually w/ John Kaplanhttps://www.spreaker.com/episode/how-to-get-your-customer-to-open-up-virtually-w-john-kaplan--51904723Here are some additional resources”
    - Purpose Process Payoff
    - https://forc.mx/3B4liDx
    - Finding the Business Pain Podcast
    - https://forc.mx/36F2YCE
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    e9d315d9-edff-4500-aafb-9eb25073d6f7Tue, 10 Aug 2021 05:00:00 +0000Force ManagementIn-person customer conversations have dwindled over the past year. While we are getting back to face-to-face meetings, many sales conversations are happening virtually. How do you get your customers to open up in a remote conversation? How do you gain...Here are some additional resources”
    - Purpose Process Payoff
    - https://forc.mx/3B4liDx
    - Finding the Business Pain Podcast
    - https://forc.mx/36F2YCE
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    647falsefull    Making QBRs Valuable w/ Tim Caitohttps://www.spreaker.com/episode/making-qbrs-valuable-w-tim-caito--51904803Tim Caito joins us to talk about how sales leaders can equip their account teams to flip the script on negative buyer perceptions and get customers to see value in a QBR. He covers the pre-sale, during-sale and post-sales steps sales reps need to take to improve QBR execution, long-term account monetization and most importantly, customer outcomes.
    Here are some additional resources based on making QBRs Valuable
    - How to Make QBRs Valuable for Your Customers
        - https://bit.ly/3jgyr4i 
    - Overcoming Sales Challenges: A Buyer Focus on Seller Deficit Disorder
    - https://bit.ly/3in54xG 
    - How To Negotiate Early [Podcast]
    - https://apple.co/3s3fDcR 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    6fa6ee8f-c3cb-4cef-a133-2b4820a4643aTue, 03 Aug 2021 05:00:00 +0000Force ManagementYour buyers have likely experienced a lot of bad QBRs — so differentiate your company by making them truly valuable for you and your buyer. Tim Caito joins us to talk about how sales leaders can equip their account teams to flip the script on...Tim Caito joins us to talk about how sales leaders can equip their account teams to flip the script on negative buyer perceptions and get customers to see value in a QBR. He covers the pre-sale, during-sale and post-sales steps sales reps need to take to improve QBR execution, long-term account monetization and most importantly, customer outcomes.
    Here are some additional resources based on making QBRs Valuable
    - How to Make QBRs Valuable for Your Customers
        - https://bit.ly/3jgyr4i 
    - Overcoming Sales Challenges: A Buyer Focus on Seller Deficit Disorder
    - https://bit.ly/3in54xG 
    - How To Negotiate Early [Podcast]
    - https://apple.co/3s3fDcR 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1602false77full    An Interview with John McMahon Part 2https://www.spreaker.com/episode/an-interview-with-john-mcmahon-part-2--51904737More Information:
    - BUY THE BOOK: The Qualified Sales Leader
    - https://amzn.to/3zOwQt9  
    - How to Ensure You’re Selling for a Great Company
    - https://bit.ly/3i9RTQN  

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    209fd56c-105e-4e2d-bed1-284813d7ebf0Wed, 28 Jul 2021 05:00:00 +0000Force ManagementPart 2 of our conversation with Author and Sales Leader Veteran John McMahon. He joins John Kaplan to discuss themes in McMahon's new book, “The Qualified Sales Leader”. McMahon has been the Chief Revenue Officer at five public, enterprise software...More Information:
    - BUY THE BOOK: The Qualified Sales Leader
    - https://amzn.to/3zOwQt9  
    - How to Ensure You’re Selling for a Great Company
    - https://bit.ly/3i9RTQN  

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1236false76full    An Interview with John McMahon Part 1https://www.spreaker.com/episode/an-interview-with-john-mcmahon-part-1--51904776More Information:
    - BUY THE BOOK: The Qualified Sales Leader
    - https://amzn.to/3lflri3 
    - How to Ensure You’re Selling for a Great Company
    - https://bit.ly/3zFLO4p  
    - The Secrets to Aligning Your Company on Customer Value and Differentiation
    - https://bit.ly/3eXCHnO
    - The Right Methodology to Ensure Your Technology Sells
    - https://bit.ly/2VgrpEk 

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    f4ba9fd7-b02a-4fd4-ad1d-b4baec899a89Tue, 27 Jul 2021 05:00:00 +0000Force ManagementAuthor and Sales Leader Veteran John McMahon joins John Kaplan to discuss themes in his new book, “The Qualified Sales Leader”. McMahon has been the Chief Revenue Officer at five public, enterprise software companies – PTC, Geo-Tel, Ariba, BladeLogic...More Information:
    - BUY THE BOOK: The Qualified Sales Leader
    - https://amzn.to/3lflri3 
    - How to Ensure You’re Selling for a Great Company
    - https://bit.ly/3zFLO4p  
    - The Secrets to Aligning Your Company on Customer Value and Differentiation
    - https://bit.ly/3eXCHnO
    - The Right Methodology to Ensure Your Technology Sells
    - https://bit.ly/2VgrpEk 

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    2056false75full    Lessons Learned in Sales W/ Marty Mercerhttps://www.spreaker.com/episode/lessons-learned-in-sales-w-marty-mercer--51904748- How he became a seller and he didn’t even know it
    - A beneficial lesson in patience that he learned that drastically shifted his sales career
    - Why he didn’t sell anything in the first nine months of his career
    - How a colleague nearly broke their computer fifteen minutes before a presentation
    This episode is packed with lessons that both reps and managers can use to propel their careers forward in the right direction.


    Here are some additional resources based on the conversations with Marty:
    - Virtual Selling Tips & Tricks [Podcast]
    - Stacking Customer Requirements in Your Favor [Podcast]
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    272e63d6-97f2-480c-b45f-75b6216ace75Tue, 20 Jul 2021 05:00:00 +0000Force ManagementOur podcast series “Lessons Learned in Sales” continues this week as John Kaplan talks with Force Management Facilitator Marty Mercer. Marty shares some great stories, including: - How he became a seller and he didn’t even know it - A beneficial...- How he became a seller and he didn’t even know it
    - A beneficial lesson in patience that he learned that drastically shifted his sales career
    - Why he didn’t sell anything in the first nine months of his career
    - How a colleague nearly broke their computer fifteen minutes before a presentation
    This episode is packed with lessons that both reps and managers can use to propel their careers forward in the right direction.


    Here are some additional resources based on the conversations with Marty:
    - Virtual Selling Tips & Tricks [Podcast]
    - Stacking Customer Requirements in Your Favor [Podcast]
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1213false74full    Skill and Will: Your 1s and 2shttps://www.spreaker.com/episode/skill-and-will-your-1s-and-2s--51904814Here are some additional resources on Skill/Will:
    - The Skill/Will Model Infographic [Diagram]
    - https://bit.ly/3ftMTDS
    - The Skill/Will Model Explained [Article]
    - https://bit.ly/3hP2X6h

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1898f495-51ae-4a6f-80a5-dd09c2259528Tue, 13 Jul 2021 05:00:00 +0000Force ManagementOur final episode in our “Skill/Will” series (link to the diagram below), takes a deep dive on your people with low will, level 1s and 2s. Low-will people aren’t who you want on your teams, but you may be dealing with some of these people right now....Here are some additional resources on Skill/Will:
    - The Skill/Will Model Infographic [Diagram]
    - https://bit.ly/3ftMTDS
    - The Skill/Will Model Explained [Article]
    - https://bit.ly/3hP2X6h

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    770false73full    Skill and Will: Your 3s and 4shttps://www.spreaker.com/episode/skill-and-will-your-3s-and-4s--51904755Here are some additional resources on Skill/Will:
    The Skill/Will Model Infographic [Diagram]
    https://bit.ly/3ftMTDS
    The Skill/Will Model Explained [Article]
    https://bit.ly/3hP2X6h
    Four Questions Every Sales Organization Needs to Answer
    https://bit.ly/3c3jfnz
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    b6c1561a-e656-415f-940a-0f0832848899Tue, 06 Jul 2021 05:00:00 +0000Force ManagementContinuing our series on the “Skill/Will” Model (link to the diagram below), this episode covers people with high will, level 3s and 4s. High-will talent are the people you want to have on your team, they’ll improve your ability to succeed and...Here are some additional resources on Skill/Will:
    The Skill/Will Model Infographic [Diagram]
    https://bit.ly/3ftMTDS
    The Skill/Will Model Explained [Article]
    https://bit.ly/3hP2X6h
    Four Questions Every Sales Organization Needs to Answer
    https://bit.ly/3c3jfnz
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    697false72full    Skill and Will: Own Your Coaching Processhttps://www.spreaker.com/episode/skill-and-will-own-your-coaching-process--51904707Here are some additional resources on Skill/Will:
    - The Skill/Will Model Infographic [Diagram]
    - https://bit.ly/3ftMTDS
    - The Skill/Will Model Explained [Article]
    -https://bit.ly/3hP2X6h
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    8c4fe483-fd6e-4385-bee8-5259f868da8bTue, 29 Jun 2021 05:00:00 +0000Force ManagementSales leaders can achieve great success when they take ownership of their talent and coaching process. Maximize your talent efforts and coach your people in a way that takes into account their skill level and motivation. This episode kicks off our...Here are some additional resources on Skill/Will:
    - The Skill/Will Model Infographic [Diagram]
    - https://bit.ly/3ftMTDS
    - The Skill/Will Model Explained [Article]
    -https://bit.ly/3hP2X6h
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    467falsefull    Aligning Sales with Customer Success W/ Kathleen Schindlerhttps://www.spreaker.com/episode/aligning-sales-with-customer-success-w-kathleen-schindler--51904724Tune in to hear real-world examples of how these leaders enable their entire customer-facing organization to have value-based conversations that drive company-wide impacts.
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on aligning Sales with Customer Success:
    - How Sysdig Built Sales & Customer Success Alignment 
    - Sysdig Customer Case Study
    - Building a Culture of Buyer Alignment ]]>    3830bdc7-6de9-41a6-aa4a-c73653c78eddTue, 22 Jun 2021 05:00:00 +0000Force ManagementUnlock the full potential of your Customer Success teams by building alignment with your sales teams and your buyers. Kathleen Schindler, Force Management Managing Director of Customer Success, takes a deep dive on how sales and company leaders are...Tune in to hear real-world examples of how these leaders enable their entire customer-facing organization to have value-based conversations that drive company-wide impacts.
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on aligning Sales with Customer Success:
    - How Sysdig Built Sales & Customer Success Alignment 
    - Sysdig Customer Case Study
    - Building a Culture of Buyer Alignment ]]>    781false70full    Lessons Learned in Sales W/ Antonella O'Dayhttps://www.spreaker.com/episode/lessons-learned-in-sales-w-antonella-o-day--51904770- How she got a deal done in 8 minutes
    - A mistake she was grateful to have happen early in her career
    - How she found Force Management by looking for the top sales training companies
    - One piece of advice that has helped to elevate her career
    You won’t want to miss the lessons that made an astronomical impact on her sales career.


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources based on the conversations with Antonella:
    - Making Discovery Uncomfortable [Podcast]
       - https://bit.ly/35rzbNa 
    - Overcoming the Seller Deficit Disorder 
    - https://bit.ly/3gnFjwr  ]]>    9750892c-dc7a-4d91-b6e0-b7c2b4426bebTue, 15 Jun 2021 05:00:00 +0000Force ManagementOur second episode of our podcast series “Lessons Learned in Sales”, John Kaplan talks with Force Management Facilitator Antonella O’Day about her sales career including: - How she got a deal done in 8 minutes - A mistake she was grateful to have...- How she got a deal done in 8 minutes
    - A mistake she was grateful to have happen early in her career
    - How she found Force Management by looking for the top sales training companies
    - One piece of advice that has helped to elevate her career
    You won’t want to miss the lessons that made an astronomical impact on her sales career.


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources based on the conversations with Antonella:
    - Making Discovery Uncomfortable [Podcast]
       - https://bit.ly/35rzbNa 
    - Overcoming the Seller Deficit Disorder 
    - https://bit.ly/3gnFjwr  ]]>    1299false66full    Finding the Business Pain w/ John Kaplanhttps://www.spreaker.com/episode/finding-the-business-pain-w-john-kaplan--51904726John Kaplan covers:
    - How salespeople can get credit for helping buyers solve big business problems.
    - How to attach decision makers and champions to their company’s big business pains in a way that supports your success.
    - How to align your differentiation to solving business pains to improve your ability to beat competition and win.
    Here are some additional resources on attaching to business pains:
    - Helping Buyers Reach Their Own Conclusions [Podcast]
    -https://apple.co/2S7lfop
    - Executing Effective Discovery [Podcast]
    - https://apple.co/3xqbstD
    - How to Enable Reps to Sell Higher [Podcast]
    - https://apple.co/3gEgexP

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    d4c4b079-c297-40dc-9c97-92e66f6b05b3Tue, 08 Jun 2021 05:00:00 +0000Force ManagementAttaching to a big business problem gets you access, funding and urgency. How do you find the pain and then how do you attach your solution to it? John Kaplan covers: - How salespeople can get credit for helping buyers solve big business problems. -...John Kaplan covers:
    - How salespeople can get credit for helping buyers solve big business problems.
    - How to attach decision makers and champions to their company’s big business pains in a way that supports your success.
    - How to align your differentiation to solving business pains to improve your ability to beat competition and win.
    Here are some additional resources on attaching to business pains:
    - Helping Buyers Reach Their Own Conclusions [Podcast]
    -https://apple.co/2S7lfop
    - Executing Effective Discovery [Podcast]
    - https://apple.co/3xqbstD
    - How to Enable Reps to Sell Higher [Podcast]
    - https://apple.co/3gEgexP

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    647false68full    Netflix’s Last Chance U Part 3: Lessons Learned for Sales Leadershttps://www.spreaker.com/episode/netflix-s-last-chance-u-part-3-lessons-learned-for-sales-leaders--51904760More on the conversation and how to support the ELAC’s Men’s Basketball Program:

    Links to Support the ELAC Basketball Program

    https://bit.ly/3tYLYkn

    The Skill/Will Model Infographic [Diagram]

    https://bit.ly/3u7qp17



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    b0279ebe-94b2-418b-b558-198e9813d5ebTue, 01 Jun 2021 05:00:00 +0000Force ManagementIn this episode, we wrap up our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. John Kaplan pulls out some of the top takeaways for sales leaders — and how they can use some of...More on the conversation and how to support the ELAC’s Men’s Basketball Program:

    Links to Support the ELAC Basketball Program

    https://bit.ly/3tYLYkn

    The Skill/Will Model Infographic [Diagram]

    https://bit.ly/3u7qp17



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1287false67full    Netflix’s Last Chance U: A Conversation with Coach John Mosley Jr Part 2https://www.spreaker.com/episode/netflix-s-last-chance-u-a-conversation-with-coach-john-mosley-jr-part-2--51904756You can support Coach Mosley and ELAC Student Athletes here:
    - Donate to the ELAC Men’s Basketball Program
    - https://org.eteamsponsor.com/ETS/supportUs/311056148
    - Donate to the ELAC Student Athlete Fun
    - https://elacfoundation.com/elac-student-athletes-fund/

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    a9056e52-e1e8-4711-86ca-ca1a1703fb32Tue, 25 May 2021 05:00:00 +0000Force ManagementDon’t miss — part 2 of our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. Coach Mosley shares more insights on coaching a team to success in another energetic episode. If you...You can support Coach Mosley and ELAC Student Athletes here:
    - Donate to the ELAC Men’s Basketball Program
    - https://org.eteamsponsor.com/ETS/supportUs/311056148
    - Donate to the ELAC Student Athlete Fun
    - https://elacfoundation.com/elac-student-athletes-fund/

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    2057false66full    Netflix’s Last Chance U: A Conversation with Coach John Mosley Jr Part 1https://www.spreaker.com/episode/netflix-s-last-chance-u-a-conversation-with-coach-john-mosley-jr-part-1--51904772Support Coach Mosley and ELAC Student Athletes:
    - Donate to the ELAC Men’s Basketball Program
    - https://org.eteamsponsor.com/ETS/supportUs/311056148
    - Donate to the ELAC Student Athlete Fund
    - https://elacfoundation.com/elac-student-athletes-fund/

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    6c1d6330-fd32-4b72-b1a0-a5d491b50898Tue, 18 May 2021 05:00:00 +0000Force ManagementFrom the Last Chance U: Basketball series, and East Los Angeles College, Coach John Mosley Jr joins John Kaplan for a conversation on—you guessed it—coaching. While they operate in different courts, this is an episode you don’t want to miss. Support...Support Coach Mosley and ELAC Student Athletes:
    - Donate to the ELAC Men’s Basketball Program
    - https://org.eteamsponsor.com/ETS/supportUs/311056148
    - Donate to the ELAC Student Athlete Fund
    - https://elacfoundation.com/elac-student-athletes-fund/

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    2160false65full    Why Are You Talking? w/ John Kaplanhttps://www.spreaker.com/episode/why-are-you-talking-w-john-kaplan--51904754Show your customer you’re focused on them and want to genuinely understand their business pain. John Kaplan joins us to walk through some small tricks he uses to make sure he keeps sales conversations focused on the customer.

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on keeping the focus on the buyer:
    - Why Your Active Listening Skills Are Crucial to Hitting Your Number
        - https://bit.ly/3hlHPUK
    - Improve Your Active Listening Skills [Podcast]
    - https://apple.co/2R1Tq0H
    - 3 Things You Need In Every Deal 
    - https://apple.co/3xWEJwt]]>    ef8ba889-9412-4672-b31e-0fd171dd6d4aTue, 11 May 2021 07:00:00 +0000Force ManagementHave you ever caught yourself babbling in a sales conversation? John Kaplan has, and he shares some spirit around asking yourself the question - “Why are you talking?” Show your customer you’re focused on them and want to genuinely understand their...Show your customer you’re focused on them and want to genuinely understand their business pain. John Kaplan joins us to walk through some small tricks he uses to make sure he keeps sales conversations focused on the customer.

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on keeping the focus on the buyer:
    - Why Your Active Listening Skills Are Crucial to Hitting Your Number
        - https://bit.ly/3hlHPUK
    - Improve Your Active Listening Skills [Podcast]
    - https://apple.co/2R1Tq0H
    - 3 Things You Need In Every Deal 
    - https://apple.co/3xWEJwt]]>    531false64full    How to Make Sure You're Working for Great Companies w/ John Kaplanhttps://www.spreaker.com/episode/how-to-make-sure-you-re-working-for-great-companies-w-john-kaplan--51904730Part of believing that what you do matters, means loving what you do. Companies make great promises when looking to hire top sales talent or retain top performers. Be confident you’re in the right spot and making the right moves in your sales career. John Kaplan shares his opinion on how elite sellers ensure that they’re selling for great companies, including:
    - What evidence to look for
    - How companies enable salespeople to operate at an elite level
    - How to test the internal operations and traits of a sales organization


    Check out this and other episodes of The Audible-Ready Sales Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on picking a great company:
    - How to Ensure You're Selling For A Great Company
    - https://bit.ly/2RqFk8B
    - Signs You’re Working for a Company That’s Staged for Growth
    - https://bit.ly/3vGHQGG
    - Four Questions Every Sales Organization Needs to Answer 
    - https://bit.ly/3uhR4Jb]]>    bfe29393-7949-46de-8d69-ad8d3984aea7Tue, 04 May 2021 07:00:00 +0000Force ManagementHow do you ensure you’re selling for a great company or moving to a great company? Part of believing that what you do matters, means loving what you do. Companies make great promises when looking to hire top sales talent or retain top performers. Be...Part of believing that what you do matters, means loving what you do. Companies make great promises when looking to hire top sales talent or retain top performers. Be confident you’re in the right spot and making the right moves in your sales career. John Kaplan shares his opinion on how elite sellers ensure that they’re selling for great companies, including:
    - What evidence to look for
    - How companies enable salespeople to operate at an elite level
    - How to test the internal operations and traits of a sales organization


    Check out this and other episodes of The Audible-Ready Sales Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on picking a great company:
    - How to Ensure You're Selling For A Great Company
    - https://bit.ly/2RqFk8B
    - Signs You’re Working for a Company That’s Staged for Growth
    - https://bit.ly/3vGHQGG
    - Four Questions Every Sales Organization Needs to Answer 
    - https://bit.ly/3uhR4Jb]]>    836false63full    Getting Comfortable with Uncomfortable Conversations w/ Antonella O'Dayhttps://www.spreaker.com/episode/getting-comfortable-with-uncomfortable-conversations-w-antonella-o-day--51904784Being elite often comes down to being the person who can ask great discovery questions with patience, empathy and confidence. Force Management Facilitator Antonella O’Day shares how to dig deep in discovery conversations in a way that creates a healthy tension in the conversation, including:
    - The biggest misconceptions when adding positive tension to sales conversations
    - How to prepare to drive interest from buyer
    - Best practices for helping sellers dig deep in a way that’s empathetic
    Here are some additional resources on discovery:
    - Executing Effective Discovery Podcast
    - https://apple.co/3dSpXi6 
    - Our Most Popular Content on Executing Effective Discovery 
    - https://bit.ly/3vkqP52 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    676756f5-18a8-4d6b-9c78-b772ed88fcdeTue, 27 Apr 2021 07:00:00 +0000Force ManagementGreat conversations only happen when salespeople aren’t afraid to be uncomfortable. Being elite often comes down to being the person who can ask great discovery questions with patience, empathy and confidence. Force Management Facilitator Antonella...Being elite often comes down to being the person who can ask great discovery questions with patience, empathy and confidence. Force Management Facilitator Antonella O’Day shares how to dig deep in discovery conversations in a way that creates a healthy tension in the conversation, including:
    - The biggest misconceptions when adding positive tension to sales conversations
    - How to prepare to drive interest from buyer
    - Best practices for helping sellers dig deep in a way that’s empathetic
    Here are some additional resources on discovery:
    - Executing Effective Discovery Podcast
    - https://apple.co/3dSpXi6 
    - Our Most Popular Content on Executing Effective Discovery 
    - https://bit.ly/3vkqP52 
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.]]>    1123false62full    Lessons Learned in Sales W/ Patrick McLoughlinhttps://www.spreaker.com/episode/lessons-learned-in-sales-w-patrick-mcloughlin--51904775- The lessons he’s learned from some great managers and the mantra he uses today
    - The worst mistake he ever made
    - The time a colleague stole a prospect’s glasses
    This is a conversation you don’t want to miss!
    Here are some additional podcasts featuring PaddyMac:

    How to Move Yourself Beyond Mediocrity [Podcast] 

       - https://apple.co/3xbK1n9

    The Handoff: SDR to AE [Podcast] 

    - https://apple.co/32z7hgM

    Improve Your Active Listening Skills [Podcast]  

       - https://apple.co/3ek5YYz
    Check out this and other episodes of The Audible-Ready Sales Podcast at Apple Podcasts, Spotify, or our website.  ]]>    a5ea1d33-88f7-4f8c-af34-5f6e85a3b8d1Tue, 20 Apr 2021 07:00:00 +0000Force ManagementThis episode is the first in our new podcast series “Lessons Learned in Sales”, John Kaplan talks with Senior Director of Consulting and Facilitation Patrick McLoughlin about his own career including: - The lessons he’s learned from some great...- The lessons he’s learned from some great managers and the mantra he uses today
    - The worst mistake he ever made
    - The time a colleague stole a prospect’s glasses
    This is a conversation you don’t want to miss!
    Here are some additional podcasts featuring PaddyMac:

    How to Move Yourself Beyond Mediocrity [Podcast] 

       - https://apple.co/3xbK1n9

    The Handoff: SDR to AE [Podcast] 

    - https://apple.co/32z7hgM

    Improve Your Active Listening Skills [Podcast]  

       - https://apple.co/3ek5YYz
    Check out this and other episodes of The Audible-Ready Sales Podcast at Apple Podcasts, Spotify, or our website.  ]]>    1410false61full    Stacking Customer Requirements in Your Favor w/ Marty Mercerhttps://www.spreaker.com/episode/stacking-customer-requirements-in-your-favor-w-marty-mercer--51904766Marty Mercer stops by the podcast to provide tips on steering a buyer’s solution requirements away from your competition (including an impending “do nothing” or “no decision”).
    He teaches how to effectively prepare for conversations around decision criteria, so you can build out a list of buyer solution requirements that will validate a premium price. He also covers what to do when a customer shares a capability that you know your solution is at a disadvantage for.
    This episode is one of those that you’ll want to save and come back to time and again for a refresher when you’re up against challenging competition or need a solid win.
    Here are some additional resources on influencing customer requirements:
    - Navigating the Decision Process with Multiple Buyers [Podcast]
    - https://apple.co/3tiTSFI
    - How to Ask Trap Setting Questions
    - https://bit.ly/2Qf6gYx
    - Prepare and Practice to Confidently Execute Sales Calls [Podcast]
    - https://apple.co/3mHNcyc
    - Front-line Manager Coaching Resources 
        - https://bit.ly/3g7eooT
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    763a38e2-eef6-4c01-8e98-f97244e8b35dTue, 13 Apr 2021 07:00:00 +0000Force ManagementCompetitors catch up to your solutions. When they do, your “unique” differentiators won’t hold up. Marty Mercer stops by the podcast to provide tips on steering a buyer’s solution requirements away from your competition (including an impending “do...Marty Mercer stops by the podcast to provide tips on steering a buyer’s solution requirements away from your competition (including an impending “do nothing” or “no decision”).
    He teaches how to effectively prepare for conversations around decision criteria, so you can build out a list of buyer solution requirements that will validate a premium price. He also covers what to do when a customer shares a capability that you know your solution is at a disadvantage for.
    This episode is one of those that you’ll want to save and come back to time and again for a refresher when you’re up against challenging competition or need a solid win.
    Here are some additional resources on influencing customer requirements:
    - Navigating the Decision Process with Multiple Buyers [Podcast]
    - https://apple.co/3tiTSFI
    - How to Ask Trap Setting Questions
    - https://bit.ly/2Qf6gYx
    - Prepare and Practice to Confidently Execute Sales Calls [Podcast]
    - https://apple.co/3mHNcyc
    - Front-line Manager Coaching Resources 
        - https://bit.ly/3g7eooT
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. ]]>    1236false60full    How to Build Alignment on Buyer Value w/ John Kaplanhttps://www.spreaker.com/episode/how-to-build-alignment-on-buyer-value-w-john-kaplan--51904786

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on generating company alignment with the buyer:
    - Four Questions Every Sales Organization Needs to Answer
    - http://bit.ly/3c3jfnz
    - Intercom Increased Average Deal Size by 261% After Generating Alignment
    http://bit.ly/3e63YVn
    - The Secrets to Aligning Your Company on Customer Value and Differentiation
     -http://bit.ly/3bcVV7u ]]>    0dbb24e9-d4fe-4c92-b114-131395a7b6faTue, 06 Apr 2021 07:00:00 +0000Force ManagementOne of the most basic things you can do as a sales organization is ensure that your executive team and entire company is aligned on the key value and differentiation of your solution. When you have consistent answers to the essential questions, you...

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on generating company alignment with the buyer:
    - Four Questions Every Sales Organization Needs to Answer
    - http://bit.ly/3c3jfnz
    - Intercom Increased Average Deal Size by 261% After Generating Alignment
    http://bit.ly/3e63YVn
    - The Secrets to Aligning Your Company on Customer Value and Differentiation
     -http://bit.ly/3bcVV7u ]]>    591false59full    How to Enable Reps to Sell Higher w/ Brian Walshhttps://www.spreaker.com/episode/how-to-enable-reps-to-sell-higher-w-brian-walsh--51904779- How sales leaders and managers can look inward to improve their ability to equip sellers to sell higher and drive accountability around pursuing high-level opportunities
    - The framework and point of view salespeople need to get in front of decision makers higher, wider and deeper in a sales organization and make an impact
    - How sellers can leverage people lower in an organization to determine who key players are and gain access to them (i.e. why sellers shouldn’t right these people off)
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on Selling too Low:
    -Navigating the Decision Process With Multiple Buyers [Podcast] 
    - Why Sales Reps Struggle With Metrics in a Sales Conversation
    - https://bit.ly/3keTi86
    - Purpose Process Payoff
    - http://bit.ly/3bfkpNe ]]>    bdec9215-73f3-4705-853b-740fa1fadaa0Tue, 30 Mar 2021 07:00:00 +0000Force ManagementSelling too low in an organization is a common challenge for many salespeople. Brian Walsh shares best practices from salespeople and company leaders who have enabled their teams to sell higher, aligning to bigger business problems. He covers: - How...- How sales leaders and managers can look inward to improve their ability to equip sellers to sell higher and drive accountability around pursuing high-level opportunities
    - The framework and point of view salespeople need to get in front of decision makers higher, wider and deeper in a sales organization and make an impact
    - How sellers can leverage people lower in an organization to determine who key players are and gain access to them (i.e. why sellers shouldn’t right these people off)
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on Selling too Low:
    -Navigating the Decision Process With Multiple Buyers [Podcast] 
    - Why Sales Reps Struggle With Metrics in a Sales Conversation
    - https://bit.ly/3keTi86
    - Purpose Process Payoff
    - http://bit.ly/3bfkpNe ]]>    1636false58full    Navigating the Decision Process With Multiple Buyers w/ John Kaplanhttps://www.spreaker.com/episode/navigating-the-decision-process-with-multiple-buyers-w-john-kaplan--51904731John Kaplan walks through key tips for getting multithreaded in your deals and to ensure you’re communicating effectively with the key players in the buying organization, including:
    - What actions you can take early on in the sales process to effectively influence a customer’s decision process
    - How to get higher, wider, and deeper in your organization to determine key decision makers and multiple buyers who will have a say in the final “yes”
    - Tips for making an impact in front of each stakeholder in an opportunity

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on decision process:
    - How to Ask the Right Questions in Your Sales Conversation
    - http://bit.ly/2NoJ7Sy 
    - Why Sales Reps Struggle with Metrics in the Sales Conversation
    - http://bit.ly/3keTi86
    - Executing Effective Discovery [Podcast]
    - http://apple.co/37GDsOC ]]>    4b5fc3fc-34b9-4612-a391-eaa7a7a5eb1eTue, 23 Mar 2021 07:00:00 +0000Force ManagementImprove your ability to navigate your buyer's decision process and win deals that involve multiple decision makers. John Kaplan walks through key tips for getting multithreaded in your deals and to ensure you’re communicating effectively with the key...John Kaplan walks through key tips for getting multithreaded in your deals and to ensure you’re communicating effectively with the key players in the buying organization, including:
    - What actions you can take early on in the sales process to effectively influence a customer’s decision process
    - How to get higher, wider, and deeper in your organization to determine key decision makers and multiple buyers who will have a say in the final “yes”
    - Tips for making an impact in front of each stakeholder in an opportunity

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on decision process:
    - How to Ask the Right Questions in Your Sales Conversation
    - http://bit.ly/2NoJ7Sy 
    - Why Sales Reps Struggle with Metrics in the Sales Conversation
    - http://bit.ly/3keTi86
    - Executing Effective Discovery [Podcast]
    - http://apple.co/37GDsOC ]]>    695false57full    Three Questions You Need to Answer For Your Economic Buyer w/ John Kaplanhttps://www.spreaker.com/episode/three-questions-you-need-to-answer-for-your-economic-buyer-w-john-kaplan--51904774Improve your ability to make economic buyers and decision makers stand in their moment of pain and demand an urgent solution to their business challenges. John Kaplan breaks down three key questions you need to answer for your economic buyer in order to propel a deal forward.

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on economic buyer:
    - Close the Excuse Department and Shorten Sales Cycles
    - http://bit.ly/3dzElMA
    - Maximize the Effectiveness of Proof Points [podcast]
    - https://apple.co/3btxqSy
    - Earn Your Right to Keep Talking [Templates]
    - http://bit.ly/2NQTDln ]]>    f2945eb6-d8eb-49ec-8840-dfbce3660f7cTue, 16 Mar 2021 07:00:00 +0000Force ManagementSelling to an economic buyer is always challenging and often different from one deal to the next. Improve your ability to make economic buyers and decision makers stand in their moment of pain and demand an urgent solution to their business...Improve your ability to make economic buyers and decision makers stand in their moment of pain and demand an urgent solution to their business challenges. John Kaplan breaks down three key questions you need to answer for your economic buyer in order to propel a deal forward.

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on economic buyer:
    - Close the Excuse Department and Shorten Sales Cycles
    - http://bit.ly/3dzElMA
    - Maximize the Effectiveness of Proof Points [podcast]
    - https://apple.co/3btxqSy
    - Earn Your Right to Keep Talking [Templates]
    - http://bit.ly/2NQTDln ]]>    449false56full    Reinforcing a Sales Initiative w/ Kathleen Schindlerhttps://www.spreaker.com/episode/reinforcing-a-sales-initiative-w-kathleen-schindler--51904819Kathleen Schindler, Force Management Managing Director of Customer Success shares current best practices sales leaders are using to make changed behaviors stick. Kathleen supports some of our most successful customers and sales teams as they work to roll out new sales capabilities and make them stick. She shares:
    - How sales leaders and managers are leveraging the remote environment to drive adoption and accountability
    - What to think through when developing the long-term adoption plan for your sales initiative
    - How to incorporate managers in the adoption plan and support their ability to drive on-going reinforcement.


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on reinforcing an initiative
    - Insights on Maintaining Virtual SKO Momentum
    - http://bit.ly/3uH7H1J
    - How to Equip Managers to Drive Lasting Results from a Sales Initiative
    - http://bit.ly/3uHVYjg
    - How to Set Up an Effective Adoption Plan Around Your Sales Kickoff
    - http://bit.ly/3sxTrpW ]]>    df6c8856-c3d0-4309-8480-c8231a85b89fTue, 09 Mar 2021 08:00:00 +0000Force ManagementGearing up to launch a strategic initiative or are you in the middle of creating an adoption plan? Kathleen Schindler, Force Management Managing Director of Customer Success shares current best practices sales leaders are using to make changed...Kathleen Schindler, Force Management Managing Director of Customer Success shares current best practices sales leaders are using to make changed behaviors stick. Kathleen supports some of our most successful customers and sales teams as they work to roll out new sales capabilities and make them stick. She shares:
    - How sales leaders and managers are leveraging the remote environment to drive adoption and accountability
    - What to think through when developing the long-term adoption plan for your sales initiative
    - How to incorporate managers in the adoption plan and support their ability to drive on-going reinforcement.


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on reinforcing an initiative
    - Insights on Maintaining Virtual SKO Momentum
    - http://bit.ly/3uH7H1J
    - How to Equip Managers to Drive Lasting Results from a Sales Initiative
    - http://bit.ly/3uHVYjg
    - How to Set Up an Effective Adoption Plan Around Your Sales Kickoff
    - http://bit.ly/3sxTrpW ]]>    1074false55full    Helping Buyers Reach Their Own Conclusions w/ John Kaplanhttps://www.spreaker.com/episode/helping-buyers-reach-their-own-conclusions-w-john-kaplan--51904777


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on influencing buying criteria:
    - Enable Your Salespeople to Help Buyers Stand in the Moment of Pain
    - http://bit.ly/3c22WHg
    - How to Ask the Right Questions in Your Sales Conversation
    - https://bit.ly/2NoJ7Sy
    - Approaching Your Sales Conversations with Empathy [Podcast] 
    -http://apple.co/387oYHE ]]>    7ce6efb9-f62f-46c0-a9cc-2ec35cf9e987Mon, 01 Mar 2021 15:15:00 +0000Force ManagementIn this episode, we’re sharing key insights on getting your buyer to come to their own conclusions. Remember, people rarely argue with their own conclusions. The more you can help buyers define business problems on their own, in a way that favors your...


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on influencing buying criteria:
    - Enable Your Salespeople to Help Buyers Stand in the Moment of Pain
    - http://bit.ly/3c22WHg
    - How to Ask the Right Questions in Your Sales Conversation
    - https://bit.ly/2NoJ7Sy
    - Approaching Your Sales Conversations with Empathy [Podcast] 
    -http://apple.co/387oYHE ]]>    853false54full    Prepare and Practice to Confidently Execute Sales Calls w/ John Kaplanhttps://www.spreaker.com/episode/prepare-and-practice-to-confidently-execute-sales-calls-w-john-kaplan--51904780
    Elite salespeople follow the same playbook. Whether you're at the top of your game or just starting, we break down our best tips to prepare and practice for your sales calls. John Kaplan shares the prepping and practicing tactics he uses and teaches to accomplish critical meeting goals and achieve success in his deals.

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

    Here are some additional resources on preparing and practicing:

    - Lessons From a Sales Veteran [Podcast]
    https://apple.co/3nHKpES
    - Overcoming the Seller Deficit Disorder
    http://bit.ly/3saAM3w
    - Align with the Buying Process: The Power of the Mantra
    http://bit.ly/3sd3jFq]]>    d852b3d4-dd5f-4adb-8a4b-375039d4363dTue, 23 Feb 2021 11:00:00 +0000Force ManagementAfter elite athletes win champions and gold medals they don’t stop practicing. They continue the work that’s necessary to repeat success and beat their competition. Elite salespeople follow the same playbook. Whether you're at the top of your game or...
    Elite salespeople follow the same playbook. Whether you're at the top of your game or just starting, we break down our best tips to prepare and practice for your sales calls. John Kaplan shares the prepping and practicing tactics he uses and teaches to accomplish critical meeting goals and achieve success in his deals.

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

    Here are some additional resources on preparing and practicing:

    - Lessons From a Sales Veteran [Podcast]
    https://apple.co/3nHKpES
    - Overcoming the Seller Deficit Disorder
    http://bit.ly/3saAM3w
    - Align with the Buying Process: The Power of the Mantra
    http://bit.ly/3sd3jFq]]>    1364false53full    The Mindset You Need to Hit Your Number w/ John Kaplanhttps://www.spreaker.com/episode/the-mindset-you-need-to-hit-your-number-w-john-kaplan--51904763
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    Here are some additional resources on planning for a successful sales cycle:

    - The Plan to Make Your Plan
    https://bit.ly/3mlUvv9
    - Crushed Your Number Last Year? Here's What You Should do Now
    http://bit.ly/2OyrwHO
    - Create Value for Your Sales Team [Podcast]
    http://apple.co/3anlBOv]]>    03bdfd20-1bab-4a39-8d71-72060a469a5aMon, 22 Feb 2021 21:45:00 +0000Force ManagementIf you’re coming off the high of making a great number last year or last quarter, you may be struggling with how to repeat your success. If you’re coming off a year that didn’t pan out as you hoped, how can you clean slate and make this year your best...
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    Here are some additional resources on planning for a successful sales cycle:

    - The Plan to Make Your Plan
    https://bit.ly/3mlUvv9
    - Crushed Your Number Last Year? Here's What You Should do Now
    http://bit.ly/2OyrwHO
    - Create Value for Your Sales Team [Podcast]
    http://apple.co/3anlBOv]]>    481false52full    Shifting to Bigger Sales & More Decision Makers w/ John Kaplanhttps://www.spreaker.com/episode/shifting-to-bigger-sales-more-decision-makers-w-john-kaplan--51904797
    - How to identify economic buyers in a complex account and leverage them to progress your deals faster and at a higher value

    - A successful process for working with an economic buyer early on in the deal and during the deal to capture information that leads to better outcomes

    - How to keep economic buyers engaged after the deal closes to open up new opportunities for cross-sells, up-sells, and proof points

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

    Here are some additional resources on shifting to bigger sales

    - Lessons from a Sales Veteran Podcast
    http://apple.co/3nHKpES
    - Champions vs Coaches Podcast
    http://apple.co/3hhDqQ1
    - Why Your Sales Reps Struggle with Metrics (The “M” and “W” blog)
    http://bit.ly/2ZQFYOM]]>    67c90bab-8eb9-4012-b360-fd691424837bTue, 09 Feb 2021 11:00:00 +0000Force ManagementMaking the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. This change may require you to change your selling approach. John Kaplan talks through specific things you...
    - How to identify economic buyers in a complex account and leverage them to progress your deals faster and at a higher value

    - A successful process for working with an economic buyer early on in the deal and during the deal to capture information that leads to better outcomes

    - How to keep economic buyers engaged after the deal closes to open up new opportunities for cross-sells, up-sells, and proof points

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

    Here are some additional resources on shifting to bigger sales

    - Lessons from a Sales Veteran Podcast
    http://apple.co/3nHKpES
    - Champions vs Coaches Podcast
    http://apple.co/3hhDqQ1
    - Why Your Sales Reps Struggle with Metrics (The “M” and “W” blog)
    http://bit.ly/2ZQFYOM]]>    1164false51full    A Look Back at our Most Valuable Episodeshttps://www.spreaker.com/episode/a-look-back-at-our-most-valuable-episodes--51904815

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    All of the podcasts covered in this episode:

    - Executing Great Discovery w/ Brian Walsh
    http://apple.co/2TC1kv5
    - Improve Your Active Listening Skills w/ Patrick McLoughlin
    http://apple.co/3ojaoTm
    - Getting into a New Opportunity w/ John Kaplan
    http://apple.co/34n8Y3o
    - How to Prepare for Buyer Negotiation Tactics w/ Tim Caito
    http://apple.co/3raJtdr
    - Coaches vs. Champions w/ John Kaplan
    http://apple.co/3hhDqQ1
    - Lessons From a Sales Veteran w/ Frank Azzolino
    http://apple.co/3nHKpES
    - Staying Motivated in Today’s Environment w/ John Kaplan
    http://apple.co/3iIuJyP]]>    7dcd1fed-8dcd-4b8c-8bc4-a270a4c3107eTue, 02 Feb 2021 11:00:00 +0000Force ManagementToday we are marking our 50th episode! We rebranded the Force Management podcast last March and launched right before the Pandemic hit. To celebrate and share our appreciation for hitting record numbers of listeners, we’re sharing some of our most...

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    All of the podcasts covered in this episode:

    - Executing Great Discovery w/ Brian Walsh
    http://apple.co/2TC1kv5
    - Improve Your Active Listening Skills w/ Patrick McLoughlin
    http://apple.co/3ojaoTm
    - Getting into a New Opportunity w/ John Kaplan
    http://apple.co/34n8Y3o
    - How to Prepare for Buyer Negotiation Tactics w/ Tim Caito
    http://apple.co/3raJtdr
    - Coaches vs. Champions w/ John Kaplan
    http://apple.co/3hhDqQ1
    - Lessons From a Sales Veteran w/ Frank Azzolino
    http://apple.co/3nHKpES
    - Staying Motivated in Today’s Environment w/ John Kaplan
    http://apple.co/3iIuJyP]]>    1067false50full    Create Value for Your Sales Teams This Year w/ Brian Walshhttps://www.spreaker.com/episode/create-value-for-your-sales-teams-this-year-w-brian-walsh--51904783
    It’s hard to be steady as a sales leader or front-line manager when you’re carrying the number. If you’re in an organization that’s struggling or might not have the best leadership above you, this is a must-listen episode.

    Brian Walsh shares insights on how to overcome organizational challenges and lead your teams in a way that has a positive impact. He covers examples of what to do and what not to do as a leader at the end of a quarter when you’re in a flurry to hit the number. Tune in to hear tips for improving your leadership skills when you don’t have access to support from above you or you’re facing complex challenges that you don’t have the power to solve.

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

    Here are some additional resources on
    - How to Help Your Front-line Sales Managers Lead Successful Teams
    http://bit.ly/3opxpnb
    - Being elite: 3 Lessons Learned as a Revenue Leader
    http://apple.co/39h8XQA
    - How to Make Sure a Bad Quarter Doesn’t Repeat Itself
    http://apple.co/2Fk1kMM]]>    2827bbc7-6343-403c-a435-746cd9acc274Tue, 26 Jan 2021 11:00:00 +0000Force ManagementWhat are you doing to ensure you’re creating value for your sales team? It’s hard to be steady as a sales leader or front-line manager when you’re carrying the number. If you’re in an organization that’s struggling or might not have the best...
    It’s hard to be steady as a sales leader or front-line manager when you’re carrying the number. If you’re in an organization that’s struggling or might not have the best leadership above you, this is a must-listen episode.

    Brian Walsh shares insights on how to overcome organizational challenges and lead your teams in a way that has a positive impact. He covers examples of what to do and what not to do as a leader at the end of a quarter when you’re in a flurry to hit the number. Tune in to hear tips for improving your leadership skills when you don’t have access to support from above you or you’re facing complex challenges that you don’t have the power to solve.

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

    Here are some additional resources on
    - How to Help Your Front-line Sales Managers Lead Successful Teams
    http://bit.ly/3opxpnb
    - Being elite: 3 Lessons Learned as a Revenue Leader
    http://apple.co/39h8XQA
    - How to Make Sure a Bad Quarter Doesn’t Repeat Itself
    http://apple.co/2Fk1kMM]]>    1134false49full    How To Negotiate Early w/ Tim Caitohttps://www.spreaker.com/episode/how-to-negotiate-early-w-tim-caito--51904778
    In this episode, Senior Partner Tim Caito shares how you can set yourself up for success before price conversations begin — and in the end, close for a premium. Tim’s perspective is helpful for anyone who wants to improve their negotiation process and put a stop to closing for a discount. Share with your teams to ensure they’re using these three concepts in their sales conversations in order to start the negotiation process early.
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    Here are some additional resources on negotiating early

    - Negotiation FAQs & Best Practices
    http://apple.co/369t4OH
    - Finding Success with Procurement Podcast
    http://apple.co/38WH4wR
    - Changing Your Conversation with Procurement On-demand Webinar
    http://bit.ly/3nN97V4]]>    eaa2cce8-d82f-4c96-87db-09edf18965a5Tue, 19 Jan 2021 10:00:00 +0000Force ManagementWhile you’re working your current deals, there are key steps you should take to start the negotiation process early and drive better outcomes for you and your buyers. In this episode, Senior Partner Tim Caito shares how you can set yourself up for...
    In this episode, Senior Partner Tim Caito shares how you can set yourself up for success before price conversations begin — and in the end, close for a premium. Tim’s perspective is helpful for anyone who wants to improve their negotiation process and put a stop to closing for a discount. Share with your teams to ensure they’re using these three concepts in their sales conversations in order to start the negotiation process early.
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    Here are some additional resources on negotiating early

    - Negotiation FAQs & Best Practices
    http://apple.co/369t4OH
    - Finding Success with Procurement Podcast
    http://apple.co/38WH4wR
    - Changing Your Conversation with Procurement On-demand Webinar
    http://bit.ly/3nN97V4]]>    804false48full    Reassess Your Deal w/ John Kaplanhttps://www.spreaker.com/episode/reassess-your-deal-w-john-kaplan--51904785
    John Kaplan shares how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do nothing or do it internally option). Hear how you can differentiate your solutions from all other outcomes to close your current and future deals faster.

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

    Here are some additional resources on reassessing your deals:

    - How to Reignite Stalled Deals
    http://bit.ly/3i8petF
    - Predicting No Decisions On-Demand Webinar
    http://bit.ly/2D0dxFa
    - Executing Great Discovery
    http://apple.co/2TC1kv5]]>    0467938f-9d34-410a-9355-30f96270b414Tue, 12 Jan 2021 11:00:00 +0000Force ManagementWe’ve all worked with prospects who drag their feet on making a final decision. You may even have some of these deals in your pipeline right now. If you do, this episode is for you. John Kaplan shares how to reignite your stalled deals and...
    John Kaplan shares how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do nothing or do it internally option). Hear how you can differentiate your solutions from all other outcomes to close your current and future deals faster.

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

    Here are some additional resources on reassessing your deals:

    - How to Reignite Stalled Deals
    http://bit.ly/3i8petF
    - Predicting No Decisions On-Demand Webinar
    http://bit.ly/2D0dxFa
    - Executing Great Discovery
    http://apple.co/2TC1kv5]]>    804false47full    The Handoff: SDR to AE w/ Patrick McLoughlinhttps://www.spreaker.com/episode/the-handoff-sdr-to-ae-w-patrick-mcloughlin--51904767
    We often say there’s as much differentiation in what you sell as there is in how you sell. When you create a good customer experience for the buyer, before and throughout the handoff process, you can separate your organization early on from competition, including “do nothings”. Patrick McLoughlin joins us to share what SDRs and AEs can do to establish a handoff process that ensures your buyers feel heard and interested in continuing to move the deal forward.

    Note: If you’ve been through CoM, hear ways you, as an SDR, can leverage your mantra to grab prospect interest or prepare great notes for your handoff to the AE.

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

    Here are some additional resources on the handoff from SDR to AE:
    Aligning Your SDR Team with the Broader Sales Organization
    http://bit.ly/2GaN1Ky
    Improve Your Active Listening Skills Podcast
    http://apple.co/3ojaoTm
    Getting your SDR process right
    http://apple.co/2LplcAI]]>    219b91c3-02c3-4204-8e8c-489c9dbd6a1eTue, 05 Jan 2021 08:00:00 +0000Force ManagementTurning over a potential deal from an SDR/BDR to an AE is a critical step in the sales process. We often say there’s as much differentiation in what you sell as there is in how you sell. When you create a good customer experience for the buyer,...
    We often say there’s as much differentiation in what you sell as there is in how you sell. When you create a good customer experience for the buyer, before and throughout the handoff process, you can separate your organization early on from competition, including “do nothings”. Patrick McLoughlin joins us to share what SDRs and AEs can do to establish a handoff process that ensures your buyers feel heard and interested in continuing to move the deal forward.

    Note: If you’ve been through CoM, hear ways you, as an SDR, can leverage your mantra to grab prospect interest or prepare great notes for your handoff to the AE.

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

    Here are some additional resources on the handoff from SDR to AE:
    Aligning Your SDR Team with the Broader Sales Organization
    http://bit.ly/2GaN1Ky
    Improve Your Active Listening Skills Podcast
    http://apple.co/3ojaoTm
    Getting your SDR process right
    http://apple.co/2LplcAI]]>    877false46full    The Pandemic: The Great Teacher w/ John Kaplanhttps://www.spreaker.com/episode/the-pandemic-the-great-teacher-w-john-kaplan--51904823One thing we often emphasize at the end of each year is coming up with a plan to make the plan. This year, that planning process may look a little different. What are you going to change next year?
    John Kaplan joins us to share spirit around how your entire sales organization can keep the focus on your buyer’s evolving business problems and drive great results because of it.
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on the great teacher, 2020:
    2020 The Great Teacher
    http://bit.ly/2M8PCrn
    Aligning With Your Buyer’s Changing Needs Podcast
    http://apple.co/31spJrV
    The Plan to Make the Plan
    http://bit.ly/3mlUvv9
    Four Reasons Your Sales Messaging Framework Needs a Refresh
    http://bit.ly/2M6hxIw]]>    834d24a0-a248-42f1-8226-b4a6467f8fe4Tue, 29 Dec 2020 08:00:00 +0000Force ManagementPlan for a successful year and understand why some companies were able to turn the corner faster than others during the pandemic. One thing we often emphasize at the end of each year is coming up with a plan to make the plan. This year, that planning...One thing we often emphasize at the end of each year is coming up with a plan to make the plan. This year, that planning process may look a little different. What are you going to change next year?
    John Kaplan joins us to share spirit around how your entire sales organization can keep the focus on your buyer’s evolving business problems and drive great results because of it.
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on the great teacher, 2020:
    2020 The Great Teacher
    http://bit.ly/2M8PCrn
    Aligning With Your Buyer’s Changing Needs Podcast
    http://apple.co/31spJrV
    The Plan to Make the Plan
    http://bit.ly/3mlUvv9
    Four Reasons Your Sales Messaging Framework Needs a Refresh
    http://bit.ly/2M6hxIw]]>    1012false45full    Virtual Selling Tips & Tricks w/ Marty Mercerhttps://www.spreaker.com/episode/virtual-selling-tips-tricks-w-marty-mercer--51904782Marty Mercer, Force Management Facilitator, joins us for the first time to share insights and tips for differentiating yourself from the competition in the remote environment.
    - How to adjust your own preparation cadence to ensure better success in the remote environment
    - Why people check out or leave virtual conversations early and how to avoid this challenge
    - How to immediately grab the attention of your virtual audience and manage the conversation in a positive and memorable way

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on virtual selling tips & tricks
    Virtual Selling is Here to Stay: Maximize Your Results
    Joining Remotely: 7 Tips for Great Virtual Sales Conversations
    Lessons from a Sales Veteran [Podcast] ]]>    063f03da-a76e-4d69-94ba-ee20be7fa8cbTue, 22 Dec 2020 10:00:00 +0000Force ManagementYou may have had to sell virtually before the pandemic, but now it’s perhaps the only way you can connect with a prospect. Now more than ever, you want to make sure you’re bringing your “A” game, accounting for the challenges remote selling brings...Marty Mercer, Force Management Facilitator, joins us for the first time to share insights and tips for differentiating yourself from the competition in the remote environment.
    - How to adjust your own preparation cadence to ensure better success in the remote environment
    - Why people check out or leave virtual conversations early and how to avoid this challenge
    - How to immediately grab the attention of your virtual audience and manage the conversation in a positive and memorable way

    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
    Here are some additional resources on virtual selling tips & tricks
    Virtual Selling is Here to Stay: Maximize Your Results
    Joining Remotely: 7 Tips for Great Virtual Sales Conversations
    Lessons from a Sales Veteran [Podcast] ]]>    2007false44full    The Art of the Demo w/ John Kaplanhttps://www.spreaker.com/episode/the-art-of-the-demo-w-john-kaplan--51904787https://apple.co/3gPafnG Playing Back Your Sales Discovery Sessions [Podcast] https://apple.co/2E4HFQD Executing Great Discovery [Podcast] https://apple.co/2TC1kv5]]>c6f56131-6b5c-49ff-8563-0d0515e81742Tue, 15 Dec 2020 09:00:00 +0000Force ManagementAs part 2 to last week’s episode “Leveraging the technical mind”... we’re covering how to conduct demos in a way that is value-based and improves your ability to win.    All too often, companies push for a demo too early and this can take away from...https://apple.co/3gPafnG Playing Back Your Sales Discovery Sessions [Podcast] https://apple.co/2E4HFQD Executing Great Discovery [Podcast] https://apple.co/2TC1kv5]]>1154falsefullLeveraging the Technical Mind w/ John Kaplanhttps://www.spreaker.com/episode/leveraging-the-technical-mind-w-john-kaplan--51904740https://bit.ly/2JAs0el - Maximize the Effectiveness of Proof Points [Podcast] https://apple.co/3iEMrTa]]>2308d0eb-5c4b-4ffc-88ce-924519e99d01Tue, 08 Dec 2020 07:00:00 +0000Force ManagementBeing able to align the technical capabilities of a solution with the business outcomes that solution can provide is a key attribute of elite sellers. Conversations around technical requirements and decision criteria can either propel a deal forward...https://bit.ly/2JAs0el - Maximize the Effectiveness of Proof Points [Podcast] https://apple.co/3iEMrTa]]>919falsefullLessons From a Sales Veteran w/ Frank Azzolinohttps://www.spreaker.com/episode/lessons-from-a-sales-veteran-w-frank-azzolino--51904733https://apple.co/2BJNul4 - Remember These Phrases. Sell More Deals [Podcast] https://apple.co/33vC8vG - Improve Your Active Listening Skills Podcast [Podcast] https://apple.co/2Vi98D4]]>92da3d9f-68f1-4d4b-8e84-38cc2e7731dbTue, 01 Dec 2020 07:00:00 +0000Force ManagementFrank Azzolino, Force Management Senior Partner, has sold for years. He’s been there - done that. He also is a great teacher.   He makes his first appearance on the show and talks about how he ensures he has an elite selling motion. His tips will help...https://apple.co/2BJNul4 - Remember These Phrases. Sell More Deals [Podcast] https://apple.co/33vC8vG - Improve Your Active Listening Skills Podcast [Podcast] https://apple.co/2Vi98D4]]>2207falsefullIs Your Company Set Up For Growth? w/ John Kaplanhttps://www.spreaker.com/episode/is-your-company-set-up-for-growth-w-john-kaplan--51904817https://bit.ly/3lXaU8E - What Every Elite Sales Organization Does https://bit.ly/3kYoRld - Is Your Company Staged for Growth? https://bit.ly/2UTZ03o]]>b9284c45-7094-46d2-b0b6-362c924349b9Tue, 24 Nov 2020 07:00:00 +0000Force ManagementAre you considering a new opportunity? Do you feel good about the company you’re working for? Are you working for a company that’s set up for growth or are you on a sinking ship?   John Kaplan goes through key things to look for in your company that...https://bit.ly/3lXaU8E - What Every Elite Sales Organization Does https://bit.ly/3kYoRld - Is Your Company Staged for Growth? https://bit.ly/2UTZ03o]]>747falsefullImprove Your Active Listening Skills w/ Patrick McLoughlinhttps://www.spreaker.com/episode/improve-your-active-listening-skills-w-patrick-mcloughlin--51904758https://apple.co/2E4HFQD Approaching Your Sales Conversations with Empathy [Podcast] https://apple.co/2YDHX8b Our Most FAQs from Salespeople [Podcast] https://apple.co/36Kyu1I]]>01f272d6-e039-414b-8fb5-991ae66158d1Tue, 17 Nov 2020 09:00:00 +0000Force ManagementHow well do you prepare to listen?   We know how important asking great questions is to uncovering business pain. However, having great questions will only get you so far, if you don’t know how to listen to the answers.    Patrick McLoughlin talks...https://apple.co/2E4HFQD Approaching Your Sales Conversations with Empathy [Podcast] https://apple.co/2YDHX8b Our Most FAQs from Salespeople [Podcast] https://apple.co/36Kyu1I]]>881falsefullWhere Sales Messaging & Qualification Intersect w/ Brian Walshhttps://www.spreaker.com/episode/where-sales-messaging-qualification-intersect-w-brian-walsh--51904800https://bit.ly/2HjEcyJ - MEDDICC Resource Guide https://bit.ly/2UbZHVe - How Sales Messaging & Qualification Work Together to Drive Scalable Growth https://bit.ly/3kix1pH]]>fff06bcc-06ac-42b9-9b41-0a93bd3abe24Tue, 10 Nov 2020 07:00:00 +0000Force ManagementWe often find ourselves explaining how our sales messaging initiatives intersect with our sales qualification initiatives. When wondering what should come first, sales leaders often have to critically analyze their organization’s sales challenges and...https://bit.ly/2HjEcyJ - MEDDICC Resource Guide https://bit.ly/2UbZHVe - How Sales Messaging & Qualification Work Together to Drive Scalable Growth https://bit.ly/3kix1pH]]>1434falsefullRemember These Phrases. Sell More Deals. w/ John Kaplanhttps://www.spreaker.com/episode/remember-these-phrases-sell-more-deals-w-john-kaplan--51904734https://apple.co/3bX7IWo Why Your Deals Are Taking So Long [Podcast] https://apple.co/31V8z6c Executing Great Discovery [Podcast] https://apple.co/2TC1kv5]]>b069e5e5-49df-484b-ab7d-b54c7b9d0531Tue, 03 Nov 2020 08:00:00 +0000Force ManagementWe say these phrases so often, we decided to make a whole podcast about them. Today, we explore what they really mean and why we encourage every salesperson to remember them. Put them on your mirror, write them down in your journal, Instagram them… we...https://apple.co/3bX7IWo Why Your Deals Are Taking So Long [Podcast] https://apple.co/31V8z6c Executing Great Discovery [Podcast] https://apple.co/2TC1kv5]]>782falsefullWhy the Best Sales Leaders Go Beyond Compliance w/ Brian Walshhttps://www.spreaker.com/episode/why-the-best-sales-leaders-go-beyond-compliance-w-brian-walsh--51904720https://bit.ly/2HjEcyJ - Don’t Let Your Sales Initiative Fail: Lead from the Front https://bit.ly/3m79oAo - How to Convert Skeptics at Your SKO https://bit.ly/3m6vTp2]]>151f346d-639a-4f64-bee0-9431229200bbTue, 27 Oct 2020 05:00:00 +0000Force ManagementWhen it comes to launching strategic change initiatives, big or small, how can you ensure that they not only stick but don't become yet another compliance exercise?   In this podcast, Brian Walsh talks through how sales leaders and managers can make...https://bit.ly/2HjEcyJ - Don’t Let Your Sales Initiative Fail: Lead from the Front https://bit.ly/3m79oAo - How to Convert Skeptics at Your SKO https://bit.ly/3m6vTp2]]>1180falsefull35. Competing Against Do Nothing w/ John Kaplanhttps://www.spreaker.com/episode/35-competing-against-do-nothing-w-john-kaplan--51904705https://bit.ly/2D0dxFa Five Things That Will Help You Uncover New Business Opportunities https://bit.ly/2IzNZBq What to Do When “Do Nothing” is Your Chief Competition in a Sales Opportunity https://bit.ly/355oShg]]>ff908e06-a94f-4558-adc2-cb4bd44b095bTue, 20 Oct 2020 06:00:00 +0000Force ManagementIf your pipeline deals are at risk because your buyers choose to “do nothing” rather than move forward, this is the podcast episode for you.    “Do Nothing” is often a key competitor as we maneuver through the sales process and there are key things...https://bit.ly/2D0dxFa Five Things That Will Help You Uncover New Business Opportunities https://bit.ly/2IzNZBq What to Do When “Do Nothing” is Your Chief Competition in a Sales Opportunity https://bit.ly/355oShg]]>507falsefull34. Finding Success with Procurement w/ Tim Caitohttps://www.spreaker.com/episode/34-finding-success-with-procurement-w-tim-caito--51904789https://bit.ly/2Igj2Su - Change Your Conversation With Procurement [Webinar] https://bit.ly/3nN97V4 - Selling and Negotiating on Value [Webinar] https://bit.ly/34T0U8P - Value Negotiation Resource Page https://bit.ly/33Sz8dn]]>bfccb974-e5ec-4b1d-85ab-3cd5745f0ec9Tue, 13 Oct 2020 05:00:00 +0000Force ManagementHow do you work with procurement to ensure you close a great deal? How can you make that conversation easier on yourself and the professional buyers you’re working with?   Tim Caito, Force Management Senior Partner and resident negotiation expert,...https://bit.ly/2Igj2Su - Change Your Conversation With Procurement [Webinar] https://bit.ly/3nN97V4 - Selling and Negotiating on Value [Webinar] https://bit.ly/34T0U8P - Value Negotiation Resource Page https://bit.ly/33Sz8dn]]>1297falsefull33. Executing Great Discovery w/ Brian Walshhttps://www.spreaker.com/episode/33-executing-great-discovery-w-brian-walsh--51904801https://apple.co/2E4HFQD - Maximize the Effectiveness of Proof Points Podcast https://apple.co/3iEMrTa - Our Most Popular Content on Executing Effective Discovery https://bit.ly/2HYgKHI]]>69bef40e-9ca8-4559-bea6-0287c33a1a3aTue, 06 Oct 2020 05:00:00 +0000Force ManagementDeals are won or lost in discovery.   The more your sales teams can carry out discovery in a way that builds prospect interest and opens doors to high-level business stakeholders, the more they’ll be able to hit their numbers repeatedly.   In this...https://apple.co/2E4HFQD - Maximize the Effectiveness of Proof Points Podcast https://apple.co/3iEMrTa - Our Most Popular Content on Executing Effective Discovery https://bit.ly/2HYgKHI]]>1882falsefull32. How Your Internal Process is Crippling Your Sales Negotiations w/ Tim Caitohttps://www.spreaker.com/episode/32-how-your-internal-process-is-crippling-your-sales-negotiations-w-tim-caito--51904827https://bit.ly/2S3oKZP - Building an Elite Sales Negotiation Process [Resource Page] https://bit.ly/3lmNeug - A Sales Leader’s Playbook for Negotiation Success https://bit.ly/338yvfq]]>dbd9164d-0b76-4e04-b73a-b576c3cbcaa9Tue, 29 Sep 2020 08:00:00 +0000Force ManagementWe’re diving into the one area of negotiation that many companies fail to pay attention to — the internal process behind every sales negotiation. In this episode, Force Management Senior Partner, Tim Caito explains how refining the internal process...https://bit.ly/2S3oKZP - Building an Elite Sales Negotiation Process [Resource Page] https://bit.ly/3lmNeug - A Sales Leader’s Playbook for Negotiation Success https://bit.ly/338yvfq]]>1234falsefull31. How to Move Yourself Beyond Mediocrity w/ Patrick McLoughlinhttps://www.spreaker.com/episode/31-how-to-move-yourself-beyond-mediocrity-w-patrick-mcloughlin--51904788https://apple.co/3iIuJyP - Remembering Jack Welch: Logos, Talent and a Disdain for Mediocrity https://bit.ly/2FFY52y - The Uncommon Story Podcast https://apple.co/3bX7IWo]]>4f21c0f9-6765-409a-a9a4-60ea6baefd97Tue, 22 Sep 2020 05:00:00 +0000Force ManagementSometimes inspiration can hit you at the most unexpected times. For Senior Director of Consulting and Facilitation Patrick McLoughlin, it was during a Command of the Message training when he noticed the difference between two basketballs in his...https://apple.co/3iIuJyP - Remembering Jack Welch: Logos, Talent and a Disdain for Mediocrity https://bit.ly/2FFY52y - The Uncommon Story Podcast https://apple.co/3bX7IWo]]>803falsefull30. Staying Motivated in Today’s Environment w/ John Kaplanhttps://www.spreaker.com/episode/30-staying-motivated-in-today-s-environment-w-john-kaplan--51904757https://bit.ly/3mlUvv9 - Get Busy: Advice for Salespeople Podcast  https://apple.co/2Rkilck - The Uncommon Story Podcast https://apple.co/3bX7IWo - How to Make Sure a Bad Quarter Doesn’t Repeat Itself Podcast https://apple.co/2Fk1kMM - Approaching Today’s Sales Conversations with Empathy Podcast https://apple.co/2YDHX8b]]>8d8f0863-5fe8-440d-adb1-9ccdbc3a601eTue, 15 Sep 2020 05:00:00 +0000Force ManagementAre you struggling with motivation?   Especially in our current environment, finding motivation in a foggy sales environment can be a constant battle.   We sat down with John Kaplan to discuss ways to improve productivity and keep yourself and/or your...https://bit.ly/3mlUvv9 - Get Busy: Advice for Salespeople Podcast  https://apple.co/2Rkilck - The Uncommon Story Podcast https://apple.co/3bX7IWo - How to Make Sure a Bad Quarter Doesn’t Repeat Itself Podcast https://apple.co/2Fk1kMM - Approaching Today’s Sales Conversations with Empathy Podcast https://apple.co/2YDHX8b]]>674falsefull29. Getting Your SDR Process Right w/ Patrick McLoughlinhttps://www.spreaker.com/episode/29-getting-your-sdr-process-right-w-patrick-mcloughlin--51904793https://bit.ly/2GaN1Ky   - Why Your SDR Process isn’t Working On-Demand Webinar https://bit.ly/2ERgfxE   - For SDRs/BDRs - Overcoming the Fear Of Rejection https://apple.co/2EDdIaE]]>d79ce66e-100d-4203-add2-9a8958f27e1dTue, 08 Sep 2020 05:00:00 +0000Force ManagementWe’re taking a deep dive into the critical roles SDRs play and the value they can bring to your company.   Special guest, Patrick McLoughlin, Senior Director of Consulting and Facilitation at Force Management, covers how sales organizations can...https://bit.ly/2GaN1Ky   - Why Your SDR Process isn’t Working On-Demand Webinar https://bit.ly/2ERgfxE   - For SDRs/BDRs - Overcoming the Fear Of Rejection https://apple.co/2EDdIaE]]>1002falsefull28. The Sales Kickoff: What other sales leaders are doing w/ John Kaplanhttps://www.spreaker.com/episode/28-the-sales-kickoff-what-other-sales-leaders-are-doing-w-john-kaplan--51904805https://apple.co/31spJrV Reframing Your Buyer Message for What’s Happening Right Now https://bit.ly/2EwbBVV What Sales Leaders Are Doing to Recover & Driver Revenue eBook https://bit.ly/3gxyZz6 Sales Strategies Achieving Results Right Now https://bit.ly/32ttKeN Making MEDDICC Work Podcast https://apple.co/3llvXBW Top Sales Negotiation Resources https://bit.ly/3lmNeug Negotiation FAQs & Best Practices Podcast https://apple.co/3gqxgf2]]>54c475ad-f07d-4cf1-9a45-de905ea35d5dTue, 01 Sep 2020 05:00:00 +0000Force ManagementThere’s no doubt that next year’s SKO will be different from years past. In this episode, we sat down to discuss how some of the sales leaders we work with are approaching their sales kickoffs. Many of them are shifting to sales initiatives. In this...https://apple.co/31spJrV Reframing Your Buyer Message for What’s Happening Right Now https://bit.ly/2EwbBVV What Sales Leaders Are Doing to Recover & Driver Revenue eBook https://bit.ly/3gxyZz6 Sales Strategies Achieving Results Right Now https://bit.ly/32ttKeN Making MEDDICC Work Podcast https://apple.co/3llvXBW Top Sales Negotiation Resources https://bit.ly/3lmNeug Negotiation FAQs & Best Practices Podcast https://apple.co/3gqxgf2]]>1417falsefull27. Our Most FAQs from Salespeople w/ John Kaplanhttps://www.spreaker.com/episode/27-our-most-faqs-from-salespeople-w-john-kaplan--51904745https://apple.co/34n8Y3o - Approaching Your Sales Conversations with Empathy Podcast https://apple.co/2YDHX8b - Playing Back Sales Discovery Sessions Podcast https://apple.co/2E4HFQD - Coaches vs. Champions Podcast https://apple.co/3hhDqQ1 - How to Test Your Champions Podcast https://apple.co/2BJNul4]]>826076e8-65bb-474f-acfe-1add02b60b0fTue, 25 Aug 2020 05:00:00 +0000Force ManagementIn 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...https://apple.co/34n8Y3o - Approaching Your Sales Conversations with Empathy Podcast https://apple.co/2YDHX8b - Playing Back Sales Discovery Sessions Podcast https://apple.co/2E4HFQD - Coaches vs. Champions Podcast https://apple.co/3hhDqQ1 - How to Test Your Champions Podcast https://apple.co/2BJNul4]]>860falsefull26. Maximize the Effectiveness of Proof Points w/ John Kaplanhttps://www.spreaker.com/episode/26-maximize-the-effectiveness-of-proof-points-w-john-kaplan--51904812https://bit.ly/3kt2ZPU Successful Sales Strategies: Leverage Your Customer Testimonials https://bit.ly/2XKDDDx Metrics in Sales Conversations Podcast https://apple.co/3fV0tPb]]>888c9825-91c6-41c5-b8a7-63e723eb5b54Tue, 18 Aug 2020 05:00:00 +0000Force ManagementProof points should tell a story of how your solutions effectively solved your customer’s problems and achieved measurable results.   Elite sellers know the story behind their proof points so they can better tie them to their live opportunities in a...https://bit.ly/3kt2ZPU Successful Sales Strategies: Leverage Your Customer Testimonials https://bit.ly/2XKDDDx Metrics in Sales Conversations Podcast https://apple.co/3fV0tPb]]>747falsefull25. How Successful Companies Implement MEDDICC w/ Brian Walshhttps://www.spreaker.com/episode/25-how-successful-companies-implement-meddicc-w-brian-walsh--51904768https://bit.ly/31uSNxz - Make MEDDICC Work for Your Sales Organization https://bit.ly/2CaI8zG - How Sales Messaging & Qualification Work Together to Drive Scalable Growth https://bit.ly/3kix1pH]]>3d891575-b5cc-4e06-b7e1-576a2fc61c7dTue, 11 Aug 2020 05:00:00 +0000Force ManagementMany sales leaders want to add MEDDICC into their sales organizations to improve sales qualification, mitigating losses and the number of deals in the pipeline that just aren’t progressing effectively.   Spoiler -  just adding the tool to your sales...https://bit.ly/31uSNxz - Make MEDDICC Work for Your Sales Organization https://bit.ly/2CaI8zG - How Sales Messaging & Qualification Work Together to Drive Scalable Growth https://bit.ly/3kix1pH]]>2012falsefull24. Coaches vs. Champions w/ John Kaplanhttps://www.spreaker.com/episode/24-coaches-vs-champions-w-john-kaplan--51904828https://apple.co/2BJNul4 Resources to Help Your Salespeople Enable Champions https://bit.ly/316EZsV Building up Your Champions Podcast https://bit.ly/3k5wSG3]]>f5cf608a-97f5-414b-80b7-03fd979ccab5Tue, 04 Aug 2020 05:00:00 +0000Force ManagementYou know that champions can be a critical component of moving your deals forward.   However, identifying them isn’t always easy.   Do you really have a champion or just a coach? If you’re a manager, how are you helping your reps find, develop, and...https://apple.co/2BJNul4 Resources to Help Your Salespeople Enable Champions https://bit.ly/316EZsV Building up Your Champions Podcast https://bit.ly/3k5wSG3]]>750falsefull23. Virtual Sales Initiatives: How to Get Results w/ Dave Davies & Brian Walshhttps://www.spreaker.com/episode/23-virtual-sales-initiatives-how-to-get-results-w-dave-davies-brian-walsh--51904816https://bit.ly/2DbTVxC How to achieve results with virtual sales training https://bit.ly/338RNSx How we achieve results for our clients, virtually https://bit.ly/3jHUrEz]]>ae20ac13-942f-442c-bd63-1a46f07ae9a7Tue, 28 Jul 2020 08:00:00 +0000Force ManagementMany sales leaders are moving forward with their sales transformation initiatives, virtually. They’ve come to an understanding that they don’t have time to wait.   We sat down with Force Management's Chief Operating Officer Dave Davies and Brian...https://bit.ly/2DbTVxC How to achieve results with virtual sales training https://bit.ly/338RNSx How we achieve results for our clients, virtually https://bit.ly/3jHUrEz]]>1679falsefull22. 3 Things You Need In Every Deal w/ John Kaplanhttps://www.spreaker.com/episode/22-3-things-you-need-in-every-deal-w-john-kaplan--51904843https://bit.ly/2D0dxFa - How to Ask the Right Questions in Your Sales Conversation https://bit.ly/2E8TRiS - 6 Questions That Will Help Your Sales Team Produce More Revenue https://bit.ly/32MuH3I - Why Sales Reps Struggle with Metrics in the Sales Conversation https://bit.ly/2ZQFYOM]]>16ea9d6c-41be-4fbf-99ab-2eeddc0ed7edTue, 21 Jul 2020 07:00:00 +0000Force ManagementMoving opportunities forward and maintaining a healthy pipeline in this environment — are two critical areas sales organizations are struggling with right now.   In this episode John Kaplan talks through the three things you need in every deal,...https://bit.ly/2D0dxFa - How to Ask the Right Questions in Your Sales Conversation https://bit.ly/2E8TRiS - 6 Questions That Will Help Your Sales Team Produce More Revenue https://bit.ly/32MuH3I - Why Sales Reps Struggle with Metrics in the Sales Conversation https://bit.ly/2ZQFYOM]]>1009falsefull21. Creating an Audible-Ready Sales Organization w/ John Kaplanhttps://www.spreaker.com/episode/21-creating-an-audible-ready-sales-organization-w-john-kaplan--51904842https://bit.ly/3eOOdA1   - What’s the Meaning of Command of the Message; https://bit.ly/31gD5rD]]>21589bc4-b399-443f-aa59-1e7e244b206cTue, 14 Jul 2020 05:00:00 +0000Force ManagementThis topic is so important we named our podcast after it.    In this episode, John Kaplan explains what it means to have an ‘audible-ready’ sales organization. He covers the five power plays of an audible-ready sales team and how sales leaders can...https://bit.ly/3eOOdA1   - What’s the Meaning of Command of the Message; https://bit.ly/31gD5rD]]>625falsefull20. Negotiation FAQs & Best Practices w/ Tim Caitohttps://www.spreaker.com/episode/20-negotiation-faqs-best-practices-w-tim-caito--51904699e53db3a9-db0d-45ab-847b-bf4625213852Tue, 07 Jul 2020 05:00:00 +0000Force ManagementWe’re using this episode to run through the most frequently asked questions we hear about sales negotiation.  Listen as Tim Caito discusses best practices managers and sales reps can instill into their negotiation process to ensure their business and...2103falsefull19. Getting into a New Opportunity w/ John Kaplanhttps://www.spreaker.com/episode/19-getting-into-a-new-opportunity-w-john-kaplan--51904844https://apple.co/3hPFGOV   - Starting Strong With New Prospects Blog; https://bit.ly/2zVG51b   - Internal Negotiation Process Webinar: https://bit.ly/2ZgiEZj]]>9c4c8dc5-1bf9-431b-b39a-611feb289716Tue, 30 Jun 2020 05:00:00 +0000Force ManagementSalespeople, even veteran sellers, can struggle with warming up cold sales conversations and turning LinkedIn connections into active opportunities.    An avid listener recently asked that we cover how to get into opportunities and become immediately...https://apple.co/3hPFGOV   - Starting Strong With New Prospects Blog; https://bit.ly/2zVG51b   - Internal Negotiation Process Webinar: https://bit.ly/2ZgiEZj]]>1161falsefull18. Critical Concepts Sales Leaders Must Communicate w/ John Kaplanhttps://www.spreaker.com/episode/18-critical-concepts-sales-leaders-must-communicate-w-john-kaplan--51904790https://forc.mx/2UAM0Qr   Blog: “What Your Top Performers are Thinking in Your Sales Kickoff Presentation” https://bit.ly/2N9FbB8]]>8bdade9d-29c3-4ea4-bdf1-865393000c63Tue, 23 Jun 2020 05:00:00 +0000Force ManagementCommunication is a critical component to ensuring your teams stay focused.    For sales leaders, it can be the one thing that separates the best from the rest. If your people understand where they’re going and how they’ll get there, you are one step...https://forc.mx/2UAM0Qr   Blog: “What Your Top Performers are Thinking in Your Sales Kickoff Presentation” https://bit.ly/2N9FbB8]]>927falsefull17. How to Best Enable Your Front-Line Managers w/ John Kaplanhttps://www.spreaker.com/episode/17-how-to-best-enable-your-front-line-managers-w-john-kaplan--51904831113b70a6-5ad4-4ae0-a161-5dba6265ea11Tue, 16 Jun 2020 05:00:00 +0000Force ManagementPlease note this episode was recorded prior to the Covid-19 Pandemic.   Front-line sales managers typically have one of the toughest jobs in the entire sales organization.    Equipping them effectively takes a concerted effort. In this podcast, John...860falsefull16. New Sales Leader Job? Here’s Your Roadmap for Success w/ John Kaplanhttps://www.spreaker.com/episode/16-new-sales-leader-job-here-s-your-roadmap-for-success-w-john-kaplan--51904791444659b4-f271-4f54-8303-b30817658e79Tue, 09 Jun 2020 05:00:00 +0000Force ManagementThis episode is just for people who are new to a head of sales role or for those people who are looking to jump ship.    John Kaplan outlines the key areas you need to assess for your success plan, including key questions to ask around:    - The sales...641falsefull15. How to Prepare for Buyer Negotiation Tactics w/ Tim Caitohttps://www.spreaker.com/episode/15-how-to-prepare-for-buyer-negotiation-tactics-w-tim-caito--51904742b9ba933f-6e58-49a6-becd-3f70cb2edfebTue, 02 Jun 2020 05:00:00 +0000Force ManagementWhy do buyers use tricky tactics in negotiations?    Because they work!    In this podcast, Tim Caito shares how to best prepare yourself (and your teams) for those popular buyer tactics.   He’ll cover:   - The 4 main reasons buyer tactics work and...871falsefull14. The Role Leaders Play in Keeping Sales Reps Focused w/ John Kaplanhttps://www.spreaker.com/episode/14-the-role-leaders-play-in-keeping-sales-reps-focused-w-john-kaplan--5190479541e7134c-50e7-4960-bd2e-3d86f6dcbfd5Wed, 27 May 2020 12:56:17 +0000Force ManagementKeeping sales teams focused is an area many sales leaders are trying to excel in right now.   In this episode, John Kaplan walks through simple things you can do as a sales leader or manager to keep your teams motivated and disciplined.    He’ll...744falsefull13. Approaching Your Sales Conversations with Empathy w/ John Kaplanhttps://www.spreaker.com/episode/13-approaching-your-sales-conversations-with-empathy-w-john-kaplan--519048381c442f3a-a9cb-49a4-896b-af5c875d58e9Tue, 19 May 2020 05:00:00 +0000Force ManagementThis episode covers how to approach sales conversations right now to mitigate stalled deals and communicate with purpose and empathy.  Many sales professionals and leaders within their organizations are wondering what’s working in sales conversations...783falsefull12. Get the Resources You Need to Get the Deal Done w/ John Kaplanhttps://www.spreaker.com/episode/12-get-the-resources-you-need-to-get-the-deal-done-w-john-kaplan--51904820911d5fa4-aea4-4ace-b4f8-0b4307e6bbd2Tue, 12 May 2020 05:00:00 +0000Force ManagementPlease note this episode was recorded prior to the Covid-19 Pandemic. It takes a lot of “hands on deck” when trying to close a large opportunity.  Often, it’s up to the salesperson to ensure that he/she has the resources needed to get the deal done. ...728falsefull11. Scaling Sales: How to Sell As Well as your Founder w/ John Kaplanhttps://www.spreaker.com/episode/11-scaling-sales-how-to-sell-as-well-as-your-founder-w-john-kaplan--519048454c1e8679-839c-4b95-86de-1c0537ca8aebTue, 05 May 2020 05:00:00 +0000Force ManagementGrowing companies are often challenged with translating the founder’s vision and story into sales conversations that highlight the value and differentiation of the solution.  In many of these companies, no one can sell as well as the founder.  In this...826falsefull10. How to Test Your Champion w/ John Kaplanhttps://www.spreaker.com/episode/10-how-to-test-your-champion-w-john-kaplan--519048405815f898-9a12-4d57-95b3-b478caa593aeTue, 28 Apr 2020 05:00:00 +0000Force ManagementYou know how important Champions can be to your sales process. But, how do you test them?  How do you ensure that your Champions are really able to articulate your value and differentiation?  We define Champions as:  people who actively sell on your...649falsefull09. How to Make Sure Your Bad Quarter Doesn’t Repeat Itself w/ John Kaplanhttps://www.spreaker.com/episode/09-how-to-make-sure-your-bad-quarter-doesn-t-repeat-itself-w-john-kaplan--5190483494d6e4b8-9377-4bfc-8c96-1bd7998ea7c3Tue, 21 Apr 2020 05:00:00 +0000Force ManagementNOTE: This episode was recorded prior to the Covid-19 Pandemic. John’s advice is still applicable, but please understand we didn’t have the current context when recording.  In this podcast, John Kaplan talks through key areas to assess in your own...574falsefull08. Being Elite: 3 Lessons Learned as a Revenue Leader w/ John Kaplanhttps://www.spreaker.com/episode/08-being-elite-3-lessons-learned-as-a-revenue-leader-w-john-kaplan--51904792ee11f820-51bf-4f51-810a-52a3369f3aa6Tue, 14 Apr 2020 05:00:00 +0000Force ManagementElite leaders make the choice to work at their craft.  In this episode, John Kaplan shares a few lessons he’s learned as a sales leader, the mantra he follows and the one new hire that became an example of what not to do as a sales leader.  Check out...593falsefull07. The Uncommon Story w/ John Kaplanhttps://www.spreaker.com/episode/07-the-uncommon-story-w-john-kaplan--51904799e470b572-50de-4971-a698-5cdd048e3cd6Thu, 09 Apr 2020 05:00:00 +0000Force ManagementOur 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...740falsefull06. Aligning With Your Buyer’s Changing Needs w/ John Kaplanhttps://www.spreaker.com/episode/06-aligning-with-your-buyer-s-changing-needs-w-john-kaplan--51904818cc8e9613-d925-492e-87bf-cd8a800ce429Tue, 07 Apr 2020 05:00:00 +0000Force ManagementEvery company needs to have alignment around the answers to the Essential Questions: What problems do you solve? How do you solve those problems? How do you solve them differently and/or better than the competition? And, where have you done it...452falsefull05. Playing Back Your Sales Discovery Sessions w/ John Kaplanhttps://www.spreaker.com/episode/05-playing-back-your-sales-discovery-sessions-w-john-kaplan--519048026ecab32d-6df2-4b0d-a1eb-b50e79587b7cTue, 31 Mar 2020 05:00:00 +0000Force ManagementDeals are won or lost in discovery. A key part to successful discovery is the salesperson’s ability to articulate what they learned in discovery back to the customer. We call it playing back “What We Heard”. In this podcast, John Kaplan runs through...1215falsefull04. Get Busy: Advice for Salespeople w/ John Kaplanhttps://www.spreaker.com/episode/04-get-busy-advice-for-salespeople-w-john-kaplan--5190479651f32564-5390-4f49-8ac5-6e2545230160Tue, 24 Mar 2020 05:00:00 +0000Force ManagementWe took a break from our typical podcast topics and talked about how salespeople and sales leaders can best use this time, even in the face of unprecedented circumstances.  Check out this and other episodes of The Audible-Ready Podcast at Apple...702falsefull03. Sales Leadership: Playing the Long Game w/ Brian Walshhttps://www.spreaker.com/episode/03-sales-leadership-playing-the-long-game-w-brian-walsh--519048049d204a90-8399-417e-8adf-844964cf6532Tue, 17 Mar 2020 05:00:00 +0000Force ManagementNOTE: This episode was recorded last month, prior to the Coronavirus shut down. Although the episode provides some good tips that apply to the situation many of us find ourselves in now, please listen with the understanding that Brian's comments were...1602falsefull02. Don’t Be Fooled: Selling to Someone You Know w/ John Kaplanhttps://www.spreaker.com/episode/02-don-t-be-fooled-selling-to-someone-you-know-w-john-kaplan--51904846210820b9-1524-403c-8d76-ca71f61c1478Tue, 10 Mar 2020 05:00:00 +0000Force ManagementEven the most veteran sales reps can fall victim to lazy sales practices when they’re selling to someone they know. We think we can skip steps or cut corners in our sales process. These opportunities can fool us into thinking they’re a sure thing. In...594falsefull01. Why Your Deals Are Taking Too Long w/ John Kaplanhttps://www.spreaker.com/episode/01-why-your-deals-are-taking-too-long-w-john-kaplan--51904848https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation Asking Bold Discovery Questions: https://www.forcemanagement.com/seller-blog/asking-bold-discovery-questions Webinar: Predicting No Decisions: How to Win Undecided Buyers: https://www.forcemanagement.com/predicting-no-decisions-webinar]]>c64b4363-db72-46e5-ae52-6e15f2da1746Tue, 03 Mar 2020 15:13:37 +0000Force ManagementWe’ve all been frustrated by a pipeline full of slow-moving deals. The cause typically goes back to a few key areas where we as salespeople or sales coaches lacked focus. It goes back to basic sales fundamentals, but they’re things even veteran...https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation Asking Bold Discovery Questions: https://www.forcemanagement.com/seller-blog/asking-bold-discovery-questions Webinar: Predicting No Decisions: How to Win Undecided Buyers: https://www.forcemanagement.com/predicting-no-decisions-webinar]]>719falsefullTRAILER: Welcome to The Audible-Ready Podcasthttps://www.spreaker.com/episode/trailer-welcome-to-the-audible-ready-podcast--5190477336610c5a-f42d-443b-8ec5-90cd1296a564Mon, 02 Mar 2020 03:54:25 +0000Force ManagementForce Management continues to be a leader in building company alignment and equipping sales teams as we bring listeners an all-new weekly podcast series.  The Audible-Ready Podcast will feature B2B sales leaders and revenue-driving executives, who...346falsefullSelling the Platform Solutionhttps://www.spreaker.com/episode/selling-the-platform-solution--51904809tag:soundcloud,2010:tracks/726933520Thu, 12 Dec 2019 19:39:54 +0000Force ManagementJohn Kaplan talks through best practices for preparing to sell the platform solution to your buyer, getting beyond just selling the smaller point solution.402falsefullAligning Differentiation to Your Buyerhttps://www.spreaker.com/episode/aligning-differentiation-to-your-buyer--51904852
    Learn more about Project Welcome Home Troops here: http://www.projectwelcomehometroops.org/

    Read why John is so passionate about this organization here: https://www.linkedin.com/pulse/special-mission-helping-veterans-joh]]>    tag:soundcloud,2010:tracks/718791841Tue, 26 Nov 2019 15:46:46 +0000Force ManagementYou may know what makes your solution different than others in the market, but aligning that differentiation to the customers is how elite salespeople move the needle. In this podcast, John Kaplan runs through best practices for aligning...
    Learn more about Project Welcome Home Troops here: http://www.projectwelcomehometroops.org/

    Read why John is so passionate about this organization here: https://www.linkedin.com/pulse/special-mission-helping-veterans-joh]]>    1157falsefull    The End of the Yearhttps://www.spreaker.com/episode/the-end-of-the-year--51904821
    Don't forget to follow Force -

    LinkedIn: https://www.linkedin.com/company/102429/admin/
    Twitter: https://twitter.com/forcemgmt
    IG: https://www.instagram.com/forcemgmt/]]>    tag:soundcloud,2010:tracks/696004091Tue, 15 Oct 2019 12:55:27 +0000Force ManagementFor many of you, the 4th quarter is well underway. Now is the time to assess where you're at and decide what changes you want to make for next year. In this episode, John Kaplan shares some motivation he learned from his college days! Fours up!...
    Don't forget to follow Force -

    LinkedIn: https://www.linkedin.com/company/102429/admin/
    Twitter: https://twitter.com/forcemgmt
    IG: https://www.instagram.com/forcemgmt/]]>    320falsefull    Metrics in the Sales Conversationhttps://www.spreaker.com/episode/metrics-in-the-sales-conversation--51904851
    You can check out the blog referenced in the podcast here: https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation]]>    tag:soundcloud,2010:tracks/663023441Thu, 08 Aug 2019 17:52:59 +0000Force ManagementWhy do reps struggle with metrics? It's likely because they're using them in the wrong way during the sales process. John Kaplan breaks down some tips in this short conversation. You can check out the blog referenced in the podcast here:...
    You can check out the blog referenced in the podcast here: https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation]]>    418falsefull    Your Sales Motion: Taking it from Excellent to Elitehttps://www.spreaker.com/episode/your-sales-motion-taking-it-from-excellent-to-elite--51904847
    Ray de Avila breaks down what it takes to be elite in this podcast.]]>    tag:soundcloud,2010:tracks/615259785Fri, 03 May 2019 18:03:21 +0000Force ManagementThe people that hire you are not looking for okay, average or even good. They are looking for awesome, exceptional and elite. When salespeople take on a new career opportunity, they have made a conscious decision to pursue a career which is measured...
    Ray de Avila breaks down what it takes to be elite in this podcast.]]>    1558falsefull    Don't Miss These Conversationshttps://www.spreaker.com/episode/don-t-miss-these-conversations--51904808https://forc.mx/2D9Cqvk

    Read our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEn]]>    tag:soundcloud,2010:tracks/606456597Tue, 16 Apr 2019 13:47:42 +0000Force ManagementSign up for our webinar on selling and negotiating on value with Tim Caito and Joe Marcin here: https://forc.mx/2D9Cqvk Read our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEnhttps://forc.mx/2D9Cqvk

    Read our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEn]]>    153falsefull    Backing Up The Sales Conversationhttps://www.spreaker.com/episode/backing-up-the-sales-conversation--51904822tag:soundcloud,2010:tracks/595640619Mon, 25 Mar 2019 17:34:55 +0000Force ManagementWhat do you do if you are in the middle of your sales process and you realize you aren't attached to the right business issue? John Kaplan talks through best practices for backing up the sales process.745falsefullThe Single Selling Motionhttps://www.spreaker.com/episode/the-single-selling-motion--51904830tag:soundcloud,2010:tracks/558984741Mon, 14 Jan 2019 19:12:58 +0000Force ManagementIf reps are overwhelmed at combining sales messaging methodologies with qualification and negotiation processes, John Kaplan breaks down a way to simplify it all into one single selling motion.742falsefullAligning with Your Buyerhttps://www.spreaker.com/episode/aligning-with-your-buyer--51904857tag:soundcloud,2010:tracks/553030314Wed, 02 Jan 2019 13:03:58 +0000Force ManagementUncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. Senior Partner Paul DeMore shares his best practices for aligning to the buyer in your discovery questions.991falsefullEffective Sales Planninghttps://www.spreaker.com/episode/effective-sales-planning--51904856tag:soundcloud,2010:tracks/537206088Thu, 29 Nov 2018 13:07:41 +0000Force ManagementJohn Kaplan covers the mindset you need to have for effective sales planning.479falsefullBest Practices for Driving a Qualification Processhttps://www.spreaker.com/episode/best-practices-for-driving-a-qualification-process--51904794tag:soundcloud,2010:tracks/532872054Tue, 20 Nov 2018 13:39:45 +0000Force ManagementAre your sales reps missing their numbers this year? Qualification may have something to do with it. John Kaplan talks through best practices for driving a qualification process that works for your sales team.726falsefullFor SDRs/BDRs - Overcoming the Fear Of Rejectionhttps://www.spreaker.com/episode/for-sdrs-bdrs-overcoming-the-fear-of-rejection--51904765tag:soundcloud,2010:tracks/464761266Fri, 29 Jun 2018 12:00:14 +0000Force ManagementIvan Gomez from Next Stage joins the Force Management podcast to talk about the best ways to overcome the fear of rejection, particularly when you are in an SDR/BDR role.832falsefullHow to Summarize a Great Discovery Meetinghttps://www.spreaker.com/episode/how-to-summarize-a-great-discovery-meeting--51904853tag:soundcloud,2010:tracks/423679044Mon, 02 Apr 2018 15:54:20 +0000Force ManagementHow do you summarize a great discovery session in a way that moves the sales opportunity forward? Senior Director Ray de Avila discusses best practices.837falsefullPurpose Process Payoffhttps://www.spreaker.com/episode/purpose-process-payoff--51904833tag:soundcloud,2010:tracks/417660772Thu, 22 Mar 2018 16:38:39 +0000Force ManagementSenior Director Ray de Avila breaks down key tips for outlining the purpose, process and payoff for your sales conversations811falsefullPlan to Make the Planhttps://www.spreaker.com/episode/plan-to-make-the-plan--51904813tag:soundcloud,2010:tracks/369932468Fri, 15 Dec 2017 14:17:32 +0000Force ManagementGreat tips for managers and reps on building an effective sales plan594falsefullThe Force Management Processhttps://www.spreaker.com/episode/the-force-management-process--51904826tag:soundcloud,2010:tracks/341038621Tue, 05 Sep 2017 18:49:19 +0000Force ManagementCasey Jacox, Kforce President of Client Strategy & Partnerships, talks through best practices for applying Force Management methodologies in your sales organization.1249falsefullBest Practices for Enabling Your Front-Line Managershttps://www.spreaker.com/episode/best-practices-for-enabling-your-front-line-managers--51904824tag:soundcloud,2010:tracks/340130482Wed, 30 Aug 2017 11:57:08 +0000Force ManagementIn this podcast, John Kaplan runs through best practices for enabling your front-line managers to inspect, motivate and reinforce.368falsefullCurious Storytelling Podcasthttps://www.spreaker.com/episode/curious-storytelling-podcast--51904837tag:soundcloud,2010:tracks/330556383Wed, 28 Jun 2017 16:53:22 +0000Force ManagementTwo traits that will help your boost sales? Curiosity and the ability to tell great stories. Kforce President of Client Strategy and Partnerships Casey Jacox tells us why developing those skills are critical to being a great salesperson.900falsefullWhy the Best Salespeople Demonstrate Vulnerabilityhttps://www.spreaker.com/episode/why-the-best-salespeople-demonstrate-vulnerability--51904850tag:soundcloud,2010:tracks/325206910Tue, 30 May 2017 16:09:57 +0000Force ManagementCasey Jacox, President of Client Strategy & Partnerships at Kforce talks about why the concept of vulnerability can be an asset to a salesperson766falsefullEssential Questionshttps://www.spreaker.com/episode/essential-questions--51904798tag:soundcloud,2010:tracks/310521434Fri, 03 Mar 2017 14:39:15 +0000Force ManagementSenior Delivery Partner Brian Walsh breaks down the importance of building alignment within your company around these key essential questions600falsefullBuilding Positive Business Intenthttps://www.spreaker.com/episode/building-positive-business-intent--51904858tag:soundcloud,2010:tracks/279990079Fri, 26 Aug 2016 13:35:33 +0000Force ManagementHow do you build positive business intent in your sales process? Senior Delivery Partner Brian Walsh walks through best practices for gaining trusted adviser status with your prospects and customers.889falsefullThe Uncommon Story - Who's Doing This?https://www.spreaker.com/episode/the-uncommon-story-who-s-doing-this--51904835tag:soundcloud,2010:tracks/277794775Thu, 11 Aug 2016 11:50:00 +0000Force ManagementJohn Kaplan shares a motivational story about being uncommon.601falsefullDigging Deep in Discoveryhttps://www.spreaker.com/episode/digging-deep-in-discovery--51904806tag:soundcloud,2010:tracks/277492537Tue, 09 Aug 2016 12:24:20 +0000Force ManagementSenior Delivery Partner Brian Walsh runs through best practices for effective discovery. This podcast is a great listen for reps who are looking for a question flow that helps uncover business pain.809falsefullHow to Enable Your Front-Line Managershttps://www.spreaker.com/episode/how-to-enable-your-front-line-managers--51904865tag:soundcloud,2010:tracks/276816635Thu, 04 Aug 2016 16:30:42 +0000Force ManagementThis podcast features best practices for enabling your front-line managers to reinforce a sales methodology319falsefullReinforcing A Sales Initiativehttps://www.spreaker.com/episode/reinforcing-a-sales-initiative--51904825tag:soundcloud,2010:tracks/275286650Mon, 25 Jul 2016 15:23:44 +0000Force ManagementBest practices for reinforcing a sales initiative, including steps sales leaders and sales enablement teams can take before, during and after the training event.453falsefullInsights On Effective Discoveryhttps://www.spreaker.com/episode/insights-on-effective-discovery--51904829tag:soundcloud,2010:tracks/254799822Thu, 24 Mar 2016 13:38:39 +0000Force ManagementDelivery Partner Patrick McLoughlin reviews his best tips for executing effective discovery.779falsefullEnabling The Internal Sellhttps://www.spreaker.com/episode/enabling-the-internal-sell--51904750tag:soundcloud,2010:tracks/247697723Thu, 18 Feb 2016 15:39:59 +0000Force ManagementJohn Kaplan discusses ways you can enable key contacts to sell for you within their own organizations.437falsefullEffective Role Playshttps://www.spreaker.com/episode/effective-role-plays--51904841tag:soundcloud,2010:tracks/242722414Tue, 19 Jan 2016 13:07:55 +0000Force ManagementJohn Kaplan discusses best practices for conducting effective role plays426falsefullSales Curmudgeon - Time, Scope and Resourceshttps://www.spreaker.com/episode/sales-curmudgeon-time-scope-and-resources--51904862tag:soundcloud,2010:tracks/241591181Tue, 12 Jan 2016 13:06:40 +0000Force ManagementThe Sales Curmudgeon wraps up his latest series discussing the three things you need to make your sales initiative a success.335falsefullSales Curmudgeon - Betting on the Wrong Horsehttps://www.spreaker.com/episode/sales-curmudgeon-betting-on-the-wrong-horse--51904861tag:soundcloud,2010:tracks/238511367Mon, 21 Dec 2015 14:16:33 +0000Force ManagementOur Sales Curmudgeon talks through why sales executives tend to "bet on the wrong horse" when it comes to their sales initiatives.338falsefullSales Curmudgeon Podcast - Manage the Grieving Processhttps://www.spreaker.com/episode/sales-curmudgeon-podcast-manage-the-grieving-process--51904832tag:soundcloud,2010:tracks/236955439Thu, 10 Dec 2015 16:43:01 +0000Force ManagementIn Part 2 of the Sales Curmudgeon series, we break down key steps for managing change in your sales organization.425falsefullSales Curmudgeon - Lead from the Fronthttps://www.spreaker.com/episode/sales-curmudgeon-lead-from-the-front--51904807tag:soundcloud,2010:tracks/234530722Tue, 24 Nov 2015 18:07:50 +0000Force ManagementThe Sales Curmudgeon provides his best tips for driving sales initiative success.324falsefullMultiple Decision Makershttps://www.spreaker.com/episode/multiple-decision-makers--51904859tag:soundcloud,2010:tracks/230674281Thu, 29 Oct 2015 19:26:09 +0000Force ManagementJohn Kaplan covers best practices for articulating value and differentiation with multiple buyers in a sales opportunity.435falsefullRequired Capabilities: Best Practiceshttps://www.spreaker.com/episode/required-capabilities-best-practices--51904810tag:soundcloud,2010:tracks/226478230Thu, 01 Oct 2015 19:41:00 +0000Force ManagementManaging Director John Kaplan breaks down best practices for identifying required capabilities early and validating them throughout your sales process.655falsefullGiving Effective Feedback to Your Sales Teamshttps://www.spreaker.com/episode/giving-effective-feedback-to-your-sales-teams--51904863tag:soundcloud,2010:tracks/222351955Fri, 04 Sep 2015 16:39:44 +0000Force ManagementManaging Director John Kaplan covers best practices for giving effective feedback to your sales teams.398falsefullSales Executives: Reinforcing a Sales Initiativehttps://www.spreaker.com/episode/sales-executives-reinforcing-a-sales-initiative--51904860tag:soundcloud,2010:tracks/218643096Mon, 10 Aug 2015 19:57:15 +0000Force ManagementConsulting Director Jeremy Powers discusses best practices for reinforcing a sales initiative.619falsefullUncovering Business Painhttps://www.spreaker.com/episode/uncovering-business-pain--51904839tag:soundcloud,2010:tracks/217068935Thu, 30 Jul 2015 18:28:09 +0000Force ManagementManaging Director John Kaplan discusses ways to "dig deep" on negative consequences and motivate your buyer to take action.482falsefullSales Executives: Enabling Your Front-Line Managershttps://www.spreaker.com/episode/sales-executives-enabling-your-front-line-managers--51904811tag:soundcloud,2010:tracks/214509357Mon, 13 Jul 2015 12:45:55 +0000Force ManagementThis podcast provides some best practices for equipping front-line managers during your sales initiative.678falsefullSales Executives: Driving Sales Transformationhttps://www.spreaker.com/episode/sales-executives-driving-sales-transformation--51904864tag:soundcloud,2010:tracks/213651693Tue, 07 Jul 2015 15:12:25 +0000Force ManagementSenior Partner, Dan Dawson, focuses on driving success with your sales initiative.677falsefullHow to Trap Your Competitionhttps://www.spreaker.com/episode/how-to-trap-your-competition--51904836tag:soundcloud,2010:tracks/206539049Thu, 21 May 2015 14:10:09 +0000Force ManagementManaging Director John Kaplan discusses his best practices for asking great trap setting questions that help you demonstrate your differentiation and rise above the competition.452falsefullTesting Championshttps://www.spreaker.com/episode/testing-champions--51904854tag:soundcloud,2010:tracks/204386359Thu, 07 May 2015 17:59:53 +0000Force ManagementIn this podcast, Force Management's John Kaplan discussed how to test your Champions and ensure they're actively selling on your behalf561falsefullBuilding Up Your Championhttps://www.spreaker.com/episode/building-up-your-champion--51904849tag:soundcloud,2010:tracks/199061011Fri, 03 Apr 2015 13:36:38 +0000Force ManagementBuilding Up Your Champion by Force Management523falsefullFive Mistakes You're Making With Your Discovery Questionshttps://www.spreaker.com/episode/five-mistakes-you-re-making-with-your-discovery-questions--51904746tag:soundcloud,2010:tracks/190765483Thu, 12 Feb 2015 14:56:58 +0000Force ManagementIn this podcast, Force Management's John Kaplan runs through the five most common mistakes he sees with salespeople and the discovery process.458falsefull