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The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies...
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The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies increase revenue, improve sales margins and gain market share. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
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Transcribed
14 JAN 2025 · There often comes a point in deals when it’s best for all parties to go their separate ways. Today, Antonella O’Day joins Rachel to discuss the key indicators that you should walk away from a deal and how to do so tactfully. She talks about:
- Evaluating whether or not you can be successful in solving the customer’s problems.
- The number one reason why deals stall.
- The importance of tangible Customer Verifiable Outcomes to indicate the customer’s interest throughout the deal.
- Using the letters of MEDDICC to gauge your progress in a deal.
- Walking away from a deal on terms that leave the door open for future engagements.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=198c97a0-b99e-4ea6-9c02-628335fd0924&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=824673cf-ab7e-49e2-9e99-2ce514436116&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=5273118c-dfe4-473c-a772-678d422d95e9&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=uncovering-hidden-pain-points | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=how-to-convince-your-customer-to-take-action-in-your-sales-process&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-creating-urgency&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-the-coat-of-pain&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Video
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
7 JAN 2025 · Are you set up for success this year? Antonella O’Day walks through some key areas of focus as you come up with your own plan to make your plan this year. She covers ways to:
- Analyze trends from the past year and the competitive landscape.
- Set personal targets for 2025 based on data and personal experiences from 2024.
- Identify ideal customers and new growth opportunities.
- Reflect on past mistakes and 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
Transcribed
31 DEC 2024 · Our own John Kaplan tells his own story of a time when he had to decide what it meant to be uncommon. It’s the story that brought the often-heard phrase, “Who’s doing this?!” that many of you have heard in our Command of the Message® training. This episode is meant to bring you some motivation and inspiration as you focus on this month, this quarter and this year.
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
24 DEC 2024 · A short word of thanks from the Audible-Ready Sales Podcast.
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
17 DEC 2024 · It’s crunch time as you work to get those last-minute deals in by the end of the year. In this short episode, John Kaplan gives you some words of advice as you finish strong.
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
10 DEC 2024 · As we approach the end of the year, it is time to reflect on what’s gone well and what can be improved going forward. An important part of your year-end reflection is evaluating whether or not you’re at the right place to apply your skills. Today, John Kaplan gives you the tools to assess if you’re at the right company and breaks it down to three key considerations: what, how and why you sell.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Explore?post=essential-questions-to-help-you-be-a-better-salesperson&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=the-currency-of-value&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=video-making-sure-your-customer-understands-your-differentiation&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=podcast-attaching-to-the-biggest-business-problem&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Podcast
- https://my.ascender.co/Ascender/Explore?post=podcast-finding-your-next-sales-job&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
9 DEC 2024 · Join John Kaplan this Thursday for a conversation on equipping new hires to ramp faster. He'll be joined by the Shift Group's JR Butler. They'll cover key ways you can improve that onboarding process. It's a great conversation for anyone who manages a team.
Register here: https://www.forcemanagement.com/know-your-people
Transcribed
3 DEC 2024 · Discovery can be a demanding process, and finding the right questions to ask requires intensive listening and thoughtful preparation. Fortunately, there are a few questions that are relevant to every deal and can help you get the ball rolling. These include:
- “Can you walk me through your current process?”
- “What’s working well in your current process?”
- “What struggles are you currently facing?”
In 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:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=5273118c-dfe4-473c-a772-678d422d95e9&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=beec9bab-1a19-444f-8cff-44ccecae7cc6&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=key-questions-to-ask-in-your-sales-discovery-conversations&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=uncovering-hidden-pain-points | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=how-to-convince-your-customer-to-take-action-in-your-sales-process&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-creating-urgency&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-the-coat-of-pain&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=podcast-providing-value-in-discovery&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
26 NOV 2024 · The ultimate goal of every rep is to close deals, and in today’s episode, John Kaplan outlines the necessary steps for sellers to maximize their odds of landing the big one. He discusses:
- Prioritizing pipeline generation.
- Voracious qualification, the most critical factor for closing deals.
- Aligning your value proposition with the priorities of the buying company.
- Implicating the customer’s pain.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=d1e81673-d95b-400e-916b-096a34e9234c&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=how-meddicc-helps-you-sell-better | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=value-pyramids-in-sales | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=uncovering-hidden-pain-points | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=our-best-content-on-decision-criteria | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=from-features-to-value-shifting-your-sales-approach-to-close-larger-deals | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=reassess-your-pipeline-opportunities | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=building-your-pipeline | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=podcast-building-a-rhythm-around-pipeline-generation | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
19 NOV 2024 · In this episode, we cover one of our most popular topics among our listeners: metrics. And its popularity is well warranted, as it remains a major stumbling block for many reps. John Boney joins us to give pointers on leveraging metrics to strengthen deals while steering clear of the common pitfalls. He discusses:
- The different types of metrics and what matters to whom.
- Why reps tend to struggle 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:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=7a01ab2c-6f90-4c0a-b7f6-8d81d488ca09&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=5273118c-dfe4-473c-a772-678d422d95e9&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=1c8338f6-535b-44cb-9ff0-ad8cd046b8b1&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=our-best-content-on-value-based-selling | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=how-big-is-the-pain-identifying-pain-with-meddicc | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=a-perspective-on-metrics-in-meddicc | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=podcast-freezing-up-with-metrics-and-pbos | Podcast
- https://my.ascender.co/Ascender/Explore?post=podcast-using-metrics-effectively-in-your-sales-conversations | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/the-audible-ready-sales-podcast.
The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies...
show more
The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies increase revenue, improve sales margins and gain market share. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
show less
Information
| Author | Sweet Fish |
| Organization | Sweet Fish |
| Categories | Business |
| Website | www.spreaker.com |
| - |
Copyright 2024 - Spreaker Inc. an iHeartMedia Company
