259 episodes

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.

The Audible-Ready Sales Podcast Force Management

    • Business
    • 4.9 • 15 Ratings

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.

    When Customers Go Dark

    When Customers Go Dark

    All 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:
    Expand Your Understanding of the Competition | Ascender Coursehttps://rb.gy/pckpr1Moving Buyers to Action | Ascender Articlehttps://rb.gy/353bvjWhen Leadership Changes in Your Prospect Account | Podcasthttps://rb.gy/hjuvep
    Visit Ascender, a platform designed 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.

    • 10 min
    What Makes a Sales Negotiation Different

    What Makes a Sales Negotiation Different

    Though 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 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:
    Negotiation Mindset | Ascender Coursehttps://rb.gy/0phz28Anchors and Give-Gets | Podcasthttps://rb.gy/jydio9The Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/7aysitShifting the Negotiation Away From Price | Podcasthttps://rb.gy/i8qtvlNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/66boscHow to Use “Most Likely Alternatives” to Improve Sales Execution | Podcasthttps://rb.gy/gu9n8y
    Visit Ascender, a platform designed 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.

    • 21 min
    Moving into a Sales Manager Role

    Moving into a Sales Manager Role

    Are 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 jumphow best to communicate your wish to be a managerwhat 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.

    • 19 min
    Selling in a New Category

    Selling in a New Category

    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 you get the customer to see a new way of doing old things?

    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.

    • 21 min
    Sales Conversations vs Business Conversations

    Sales Conversations vs Business Conversations

    In 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 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:
    Get MEDDICC Certified on Ascender!https://rb.gy/skge08Rise Above the Noise | Ascender Videohttps://rb.gy/3iq0v1Dealing with Hesitant Buyers | Ascender Videohttps://rb.gy/2qi7ebSelling to the CFO w/ Jim Kelliher | Ascender Insightshttps://rb.gy/0ne41jLeading Through Economic Challenges with Murray Demo | Revenue Buildershttps://rb.gy/kow7b2
    Visit Ascender, a platform designed 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.

    • 21 min
    Three Habits You Need to Be an Elite Seller

    Three Habits You Need to Be an Elite Seller

    If 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 accountability.

    Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/skge08Preparation | Ascender Videohttps://rb.gy/o9awy8Take the Stairs | Ascender Videohttps://rb.gy/uyncsl
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    • 14 min

Customer Reviews

4.9 out of 5
15 Ratings

15 Ratings

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