The Audible-Ready Sales Podcast Force Management

Today, 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 customer. He talks about:
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:
Get MEDDICC Certified on Ascender!Negotiation Foundation & Mindset | Ascender CourseManaging Challenging Negotiation Tactics | Ascender CourseKey Questions to Ask in Your Sales Discovery Conversations | Ascender ArticleAsking the Tough Questions in Your Sales Conversations | 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

As 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 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:
Get MEDDICC Certified on Ascender!Achieving a Collective Yes | Ascender CourseHesitant Buyers? Aligning Your Solution to Corporate Initiatives | Ascender ArticleMoving Buyers to Action | Ascender ArticleThe Coat of Pain | Ascender VideoPodcast: How to Engage Other Departments in Your Sales Process | PodcastGetting Different Departments to Agree | 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

Do 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 assess to determine how you can reignite the dealThe people you should be using to help you drive urgencyHow to prevent the situation next quarter. 

Other Assets with Tim CaitoMaking QBRs Valuable | PodcastAnchors and Give-Gets | PodcastThe Right Mindset for Sales Negotiations | PodcastShifting the Negotiation Away From Price | PodcastNegotiating Value – Presenting Multiple Options | PodcastHow to Use “Most Likely Alternatives” to Improve Sales Execution | 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 Apple Podcasts, Spotify, or our website.

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:
Get MEDDICC Certified on Ascender!Watch: MEDDICC Maturity ModelProspecting Certification | Ascender Course SeriesKey Questions to Ask in Your Sales Discovery Conversations | Ascender ArticleThe Sales Conversations You Need for Great Qualification | Ascender ArticleAscender’s Best Content on Decision Criteria | Ascender ArticleUsing MEDDICC When Your Company Doesn’t | Ascender VideoAsking the Tough Questions in the Sales Process | Ascender VideoBuilding Your Pipeline | Ascender VideoBuilding 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

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:
Get MEDDICC Certified on Ascender!Selling to the CPO (Chief People Officer) | Ascender Insights EventAttaching to the Biggest Business Problem | Ascender Insights EventSelling to the CISO (Chief Information Security Officer) | Ascender Insights EventActive Listening | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseOvercoming Seller Deficit Disorder | Ascender VideoPreparing for Sales Conversations | Ascender VideoImprove Your Active Listening Skills | PodcastSales Qualification Best Practices: How to Back up Your Deal | 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: a href="https://my.ascender.co/Ascender/PlanComparison" target="_blank" rel="noreferrer...

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, How to Be a Well Being: Unofficial Rules to Live Every Day.

Here are some additional resources:
Get MEDDICC Certified on Ascender!Getting to the Economic Buyer | Ascender CourseNavigating the Political Landscape | Ascender CourseBuilding Rapport Through Virtual Channels | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticleSelling in a New Category | PodcastFinding Your Motivation as a Seller | 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 Apple Podcasts, Spotify, or our website.