2 JUL 2024 · Though we have many tools and strategies to help us qualify deals, sometimes the simple questions are enough to steer us in the right direction. Today, John Kaplan covers three key questions to ask yourself in every deal. They are: - “Do we belong in the deal?” - “What are our strong and weak points in the deal?” - “What are the necessary steps to move the deal forward more efficiently?” Here are some additional resources: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - Watch: https://www.forcemanagement.com/meddicc-maturity-framework - https://my.ascender.co/Ascender/Certification_Details?Id=234&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Course Series - https://my.ascender.co/Ascender/Explore?post=key-questions-to-ask-in-your-sales-discovery-conversations&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=the-sales-conversations-you-need-to-have-for-great-qualification&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=our-best-content-on-decision-criteria&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=using-meddicc-as-a-rep&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://my.ascender.co/Ascender/Explore?post=video-having-tough-conversations&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://my.ascender.co/Ascender/Explore?post=building-your-pipeline&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://my.ascender.co/Ascender/Explore?post=podcast-building-a-rhythm-around-pipeline-generation&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison

25 JUN 2024 · Understanding the needs of the buyer is the critical component of any sales process, and successfully doing so encompasses a wide spectrum of sales best practices. Joining us to shed light on this topic is Force Management Facilitator John Boney. In his first appearance on the Audible-Ready Sales Podcast, John hammers home the strategies necessary to get to the root of a customer’s pain. He discusses: - 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: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://community.ascender.co/discussion/134/may-5-2023-ascender-insights-selling-to-the-cpo-chief-people-officer-event-recap | Ascender Insights Event - https://my.ascender.co/Ascender/Explore?post=ascender-insights-recording-attaching-to-business-problems-december-2-2022&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Insights Event - https://community.ascender.co/discussion/141/june-2-2023-ascender-insights-selling-to-the-ciso-event-recap | Ascender Insights Event - https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=6dca5e0a-1b97-4a7f-bea0-4f66fbd370ec&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&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/Explore?post=video-overcoming-seller-deficit-disorder&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://my.ascender.co/Ascender/Explore?post=monday-motivation-preparation&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://my.ascender.co/Ascender/Explore?post=improve-your-active-listening-skills&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast - https://my.ascender.co/Ascender/Explore?post=how-to-back-up-your-deal&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison 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.

18 JUN 2024 · Every buyer has a unique personality, which requires a nuanced approach to every sales conversation. Today, Jim “Pouli” Pouliopoulos joins us to highlight the value of discerning different buyer personas and adapting the way you sell accordingly. He discusses: - How a familiarity with different types of buyer personalities helps sales professionals. - Common patterns in buyer personalities. - How DISC 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, https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867X Here are some additional resources: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=824673cf-ab7e-49e2-9e99-2ce514436116&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course - https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=1c8338f6-535b-44cb-9ff0-ad8cd046b8b1&IsFromEmail=False | Ascender Course - https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=2d3ba8f6-83d1-4c09-bb63-d1fe08cc22fe&IsFromEmail=False | Ascender Course - https://my.ascender.co/Ascender/Explore?post=want-to-get-better-at-discovery-check-out-this-list&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=podcast-selling-in-a-new-category&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast - https://my.ascender.co/Ascender/Explore?post=podcast-finding-your-motivation-as-a-seller&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison 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.

11 JUN 2024 · In today’s quick discussion, John Kaplan sheds light on a challenging decision for many reps: walking away from a deal. As ever, John shares the no-nonsense approach to sales qualification that has brought value to so many. This episode’s talking points include: - The importance of voracious qualification. - Signs that you should consider leaving an account. - Common gaps in deals that require sellers to take action. - Generating a significant enough pipeline to prevent the need to cling to a lost cause. 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/Certification_Details?Id=234&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Course Series - https://my.ascender.co/Ascender/Explore?post=improve-sales-qualification-know-when-to-walk-away&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=the-sales-conversations-you-need-to-have-for-great-qualification&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=our-best-content-on-decision-criteria&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=podcast-building-a-rhythm-around-pipeline-generation&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast - https://my.ascender.co/Ascender/Explore?post=podcast-being-confident-in-your-selling-process&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison 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.

4 JUN 2024 · Finding a true Champion remains one of the biggest stumbling blocks for sales reps, as evidenced by the number of requests we continue to receive on the topic. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, has observed a great deal over the years about how sellers typically go about pursuing Champions, and he would like to share his insights with you. In this episode, Pouli clarifies a number of misconceptions commonly held by reps related to Champions, and he offers advice to help set you on the right track. Points of discussion include: - 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: - 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=125a5166-0e00-440b-8a0d-569a39581594&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course - https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=5845f233-8c14-42fa-8009-4aded8316e9d&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course - https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=2d3ba8f6-83d1-4c09-bb63-d1fe08cc22fe&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/Explore?post=want-to-get-better-at-discovery-check-out-this-list&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=our-best-content-on-champions&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Course - https://my.ascender.co/Ascender/Explore?post=podcast-commonly-asked-questions-about-champions&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast - https://my.ascender.co/Ascender/Explore?post=podcast-aligning-with-your-champion&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison 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.

28 MAY 2024 · A comprehensive knowledge of sales fundamentals means nothing if you fail to apply it consistently. Today, John Kaplan discusses five areas that demand consistent application of reps looking to be elite. They are: - Pipeline generation. - Building relationships. - Discovery. - Qualification. - Avoiding excuses. Here are some additional resources: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://www.linkedin.com/posts/johnkaplanfm_beuncommon-beelite-becommitted-activity-7191767119393398784-zxdG?utm_source=share&utm_medium=member_desktop - https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=2d3ba8f6-83d1-4c09-bb63-d1fe08cc22fe&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/Explore?post=want-to-get-better-at-discovery-check-out-this-list&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=the-sales-conversations-you-need-to-have-for-great-qualification&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=merchants-of-change-the-excuse-department-is-closed&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://my.ascender.co/Ascender/Explore?post=podcast-building-a-rhythm-around-pipeline-generation&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison 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.

21 MAY 2024 · If you’re trying to exceed your quota this year, you need to make sure you’re spending as much time as possible on high-value sales activities. Elite salespeople execute in a way that helps them efficiently qualify and advance deals. In this episode, Antonella O’Day runs through three key ways you can save time as a rep.  Visit Ascender, a platform designed solely for salespeople who own a quota. 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 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.

14 MAY 2024 · How 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 points include: - 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: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://my.ascender.co/Ascender/Course_Details_V2?id=5ba9a65a-8dec-44fa-86f2-120fe30ab7df&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course - https://my.ascender.co/Ascender/Course_Details_V2?id=175369cf-fc7c-4e62-9045-06369464ce41&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course - https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=125a5166-0e00-440b-8a0d-569a39581594&IsFromEmail=False | Ascender Course - https://my.ascender.co/Ascender/Explore?post=want-to-get-better-at-discovery-check-out-this-list&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://www.spreaker.com/episode/plan-to-make-the-plan--51904813 | Podcast - https://www.forcemanagement.com/blog/the-plan-to-make-the-plan |  Article 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.

7 MAY 2024 · Regardless 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 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: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://my.ascender.co/Ascender/Explore?post=the-currency-of-value&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://my.ascender.co/Ascender/Explore?post=podcast-articulating-value-and-differentiation-after-the-sale&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast - https://my.ascender.co/Ascender/Explore?post=podcast-providing-value-in-discovery&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison 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.

30 APR 2024 · Join 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 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. https://hubs.la/Q02vzg710