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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
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.
Transcribed
12 NOV 2024 · Have you checked out Ascender yet? Our online platform to help reps with the daily grind of sales.
Don't miss our upcoming events:
Webinar: Selling to Experienced Buyers with Antonella O'Day
- Register here: https://hubs.la/Q02XTCl_0
Visit the Ascender Platform: https://my.ascender.co/Ascender/Explore
Check out Ascender's Community: https://community.ascender.co/
Transcribed
5 NOV 2024 · As we approach the end of 2024, many companies are in the process of setting their priorities for the new year. In today’s episode, John Kaplan talks about aligning your solution with the corporate priorities of your customers as opposed to simply a department. He discusses:
- The need to talk to those with access to discretionary funds.
- Understanding the problems that you solve and the implications 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:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=824673cf-ab7e-49e2-9e99-2ce514436116&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=how-to-get-higher-in-your-prospects-organization | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=engaging-the-cfo | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=our-best-content-on-selling-to-the-c-suite | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-rise-above-the-noise | Ascender Video
- https://www.forcemanagement.com/seller-blog/podcast-multiple-decision-makers-in-your-sales-process | Force Management Article
- https://my.ascender.co/Ascender/Explore?post=broadening-your-sales-conversations | Podcast
- https://my.ascender.co/Ascender/Explore?post=ascender-insights-selling-to-the-cfo-w-jim-kelliher
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
29 OCT 2024 · Maintaining contact with accounts provides many benefits for an organization, and salespeople play a huge role in setting the foundation for a long-term relationship between two companies. Today, Brian Walsh draws on his wealth of experience to explain what reps must do to keep their organization tethered to accounts. Topics of discussion include:
- Having a mindset of long-term growth and lifetime 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:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=824673cf-ab7e-49e2-9e99-2ce514436116&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=how-to-add-more-value-to-the-sales-process | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=building-up-your-referral-business | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=podcast-time-to-value | Podcast
- https://my.ascender.co/Ascender/Explore?post=what-the-best-salespeople-do | 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
22 OCT 2024 · Staying in control of a deal is all about qualification. Today, John Kaplan gives advice on being proactive, not reactive, in ensuring that the deal progresses in your favor and with urgency. He talks about:
- Being prepared for and adjusting to unforeseen changes.
- Dealing with the entrance of a new competitor.
- Qualifying proactively with MEDDICC.
- The importance of meeting the buyer where they are.
Here 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=5845f233-8c14-42fa-8009-4aded8316e9d&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=adapt-and-deliver-positioning-value-during-changes | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=our-best-content-on-decision-criteria | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=being-audible-ready-to-change-tracks-in-sales-conversations | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=key-steps-for-qualifying-your-deals | Ascender Video
- https://my.ascender.co/Ascender/Explore?post=selling-and-leadership-changes | Podcast
- https://my.ascender.co/Ascender/Explore?post=making-meddicc-work-for-you-as-a-rep | 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
15 OCT 2024 · If you’re a seller, you already know that rejection is a way of life. Unfortunately, a negative mindset about rejection remains the barrier that prevents many salespeople from reaching their fullest potential. In this episode, John Kaplan explains how to handle rejection in a way that sets you up for success down the road. He discusses:
- Viewing rejection as a learning opportunity instead of a 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:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=9e87b265-31ce-4aa4-8649-208751a4b2db&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=training-the-sellers-brain-for-positivity | 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
- https://www.youtube.com/watch?v=pqWUuYTcG-o
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
8 OCT 2024 · Sellers must understand the more detail-oriented technical pains as well as the wider-ranging business pains of a customer’s organization. Elite salespeople are able to balance both worlds. You should be able to speak with those involved with the operational aspects of a company, learn their pain through effective discovery, and then move up and tie those technical pains with business issues that will catch the attention of C-level executives. In this episode, John Kaplan explains in depth the differences between technical and business pains, how elite sellers connect the two, and the importance of getting customers to put on their coat of pain.
Here are some additional resources
- https://www.forcemanagement.com/blog/stand-in-the-moment-of-pain
- https://bit.ly/2ZEoRgI
- https://podcasts.apple.com/us/podcast/finding-the-business-pain-w-john-kaplan/id991362894?i=1000524603577 | Podcast
- https://apple.co/3IjzrRb
Check out this and other episodes of The Audible-Ready Podcast at https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/blog.
Transcribed
1 OCT 2024 · Your customer may raise an objection at any point during the sales process, and there is an infinite number of objections a customer may propose. In this episode, Antonella O’Day discusses the mindset salespeople need to handle objections, and she explains three tactics sellers can apply to successfully deal with them. These tactics are:
- Showing the customer that you hear their objection.
- Understanding the customer’s why.
- Reframing the customer’s objection.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=9e87b265-31ce-4aa4-8649-208751a4b2db&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=beec9bab-1a19-444f-8cff-44ccecae7cc6&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=key-ways-to-prepare-for-customer-anchors-in-sales-negotiations
- https://my.ascender.co/Ascender/Explore?post=turn-skepticism-into-opportunity | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=dealing-with-hesitant-buyers-and-price-objections | Ascender Video
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
24 SEP 2024 · In today’s episode, Rachel and John discuss the ever-pertinent need for sellers to identify and attach to the customer’s biggest business problem. John shares the mindset and the steps necessary for reps to make the right connections and get the information they need to do so successfully. He talks about:
- Tying technical requirements to business outcomes.
- Navigating the political landscape of the customer organization with savvy.
- The need to get the customer to stand in their moment of pain.
- Deepening your discovery to implicate the customer’s pain.
Here are some additional resources:
- https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=1c8338f6-535b-44cb-9ff0-ad8cd046b8b1&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=beec9bab-1a19-444f-8cff-44ccecae7cc6&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=9e87b265-31ce-4aa4-8649-208751a4b2db&IsFromEmail=False | Ascender Course
- https://my.ascender.co/Ascender/Explore?post=the-importance-of-multi-threaded-selling | Ascender Article
- https://my.ascender.co/Ascender/Explore?post=monday-motivation-the-coat-of-pain | Ascender Video
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Transcribed
12 SEP 2024 · Don’t miss these upcoming Force Management Webinars:
Your SKO: Common Mistakes You Can’t Afford to Make
Planning a hashtag is a big undertaking. Even more difficult is executing an event that focuses on execution. Force Management’s Tim Caito joins Rachel Clapp Miller for a discussion on how to get beyond the “event” of the SKO and make it a driver of your revenue goals.
Sign up here: https://hubs.li/Q02PdLJ10
Building Consensus with Metrics
If you’re struggling with how to talk metrics with your customer, this webinar is for you. If you’re a manager and your teams aren’t really grasping this skill, make sure to share it with them. We’ll dig into how you should be approaching these conversations with key buyer personas.
Sign up here: https://hubs.la/Q02PG1Cf0
If you can’t make it, register anyway! We’ll send you the recording.
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
