193 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 • 12 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.

    Taking Ownership of Your Pipeline

    Taking Ownership of Your Pipeline

    Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content nearly every day on that platform that helps you operate at an elite level. Subscribers also have access to a community and a curriculum where they can earn selling credentials, including a MEDDICC certification.

    Check out the platform here: https://my.ascender.co/Ascender/ 

    As you try to set yourself up for success in the upcoming year, it is critical that you get your mind right with regards to pipeline generation. Pipeline is directly related to your personal income and is the most reliable way to make sure you are on track as a seller. In this episode, John Kaplan speaks about taking ownership of your pipeline and treating it as a franchise. He discusses:

    The need to own your pipeline as opposed to relying on marketing or your BDRs solely to drive pipeline for you.
    Having a franchise mindset about your pipeline.
    Making sure that you work for a company that provides you a territory that’s proven and can be successful.
    Not being afraid to ask for help.


    Here are some additional resources:

    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison
    The Franchise Mindset | Podcast https://apple.co/3UpAlQZ 

    Building Your Referral Network | Podcast https://apple.co/3U7vZ0X 



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

    • 24 min
    Go High, Go Low – Adjusting Your Sales Conversation

    Go High, Go Low – Adjusting Your Sales Conversation

    Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.

    Check out the platform here: https://my.ascender.co/Ascender/ 

    As a seller, you need to communicate effectively with people throughout an organization - both on the economic and technical levels. That means adjusting your sales conversation to what’s relevant to the individual in front of you. In this episode, John Kaplan shares insights that will allow you to swiftly adapt to any type of sales conversation. He gives advice to help you:

    Prepare for conversations at the executive table.
    Manage meetings wherein both technical and business buyers are present.
    Overcome Seller Deficit Disorder.
    Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind. 


    Here are some additional resources:

    Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison 
    Ascender Sales Topics - Positioning Yourself against the Competitionhttps://youtu.be/YayJtT22TEg 

    Ascender Course: Getting to the Economic Buyer https://bit.ly/3U6dObH  



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

    • 14 min
    How to Prepare for Next Year

    How to Prepare for Next Year

    Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career. 

    Check out the platform here: https://my.ascender.co/Ascender/  

    As the end of the year approaches, sellers are preoccupied with many things—their deals, their bonuses, maxing out their accelerators, etc. As a result, reps often neglect to plan for the upcoming year. In the haste to “get deals done,” sellers tend to disregard what matters most: pipeline generation. In this episode, Force Management Senior Director of Facilitation Brian Walsh joins us to share tips on how to take advantage of year’s end to plan for the upcoming year. He discusses: 

    Common mistakes sellers make that cause them to be unprepared for the next year.
    Making the self-commitment to form an operating rhythm around generating pipeline and servicing accounts.
    Viewing pipeline generation as a team sport and pulling resources that your company offers.
    Steps that reps can take today to set themselves up for success in the new year. 


    Here are some additional resources:

    The Plan to Make the Plan https://bit.ly/3Bze9vP

    Creating a Franchise Mindsethttps://forc.mx/3FuvR7k

    Join Ascender: https://my.ascender.co/Ascender/PlanComparison  


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

    • 14 min
    Cold Calling: Moving from Reluctant to Confident w/ Jason Bay

    Cold Calling: Moving from Reluctant to Confident w/ Jason Bay

    Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career. 

    Join our Founders Circle here: https://www.ascender.co/ 

    With cold calling, your aim is to turn strangers into paying customers. Outbound Squad CEO and founder Jason Bay joins us to explain how to get your mindset right around being a great cold caller. He discusses: 

    Taking reps through pattern interruption. 


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

    • 30 min
    Broadening Your Sales Conversations

    Broadening Your Sales Conversations

    Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.


    Join our Founders Circle here: https://www.ascender.co/  


    Sellers often find themselves trapped in conversation with one member of the buying company, typically someone involved with technical pain. As a result, reps can lack a fundamental understanding of not only other technical issues, but also overarching business issues, thereby limiting their ability to make their solution relevant in the eyes of the customer. In this episode, John Kaplan explains how to take the next step and move beyond the early stages of a sales conversation. He talks about:


    The importance of broadening the sales conversation as early as possible.
    Connecting technical pain to business pain.
    The need to understand the solution requirements and metrics that will drive the customer’s desired business outcomes.
    How to access key individuals in the buying organization.



    Here are some additional resources:

    Selling to More Decision Makershttps://bit.ly/3FehXpF

    Remember these Phrases to Sell More Dealshttps://bit.ly/3TPQPl6

    Finding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3gG8ZHN




    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    • 13 min
    Making MEDDICC Work for You

    Making MEDDICC Work for You

    Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.

    Join our Founders Circle here: https://www.ascender.co/

    We often speak about MEDDICC on this show, and for good reason. It’s used by several different sales companies, and if you’re selling software, you’re almost certainly at least somewhat familiar with it—perhaps your company uses it! But MEDDICC is just as valuable as an individual toolset for reps. We are joined today by our special guest, Force Management Senior Director of Facilitation Brian Walsh, to discuss ways you can get MEDDICC to work for you. We discuss:

    What MEDDICC is and what it is not.
    The need to be a voracious qualifier as a seller.
    The importance of spending your time on high-value selling activities and how MEDDICC qualification helps you to do so.
    The most common ways that reps misuse MEDDICC.


    Here are some additional resources:

    MEDDICC Certification Course on Ascenderhttps://bit.ly/3dpCiNB

    Using MEDDICC to Drive Revenue Predictabilityhttps://bit.ly/3f4586D



    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    • 17 min

Customer Reviews

4.9 out of 5
12 Ratings

12 Ratings

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