The Audible-Ready Sales Podcast Force Management

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:
Get MEDDICC Certified on Ascender!Building Champions for Life | Ascender CourseValidating Champions | Ascender CourseBuilding Rapport Through Virtual Channels | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticleAscender’s Best Content on Champions | Ascender CourseCommonly Asked Questions About Champions | PodcastAligning With Your Champion | 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

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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:
Get MEDDICC Certified on Ascender!John’s LinkedIn Post About Commitment and ConsistencyBuilding Rapport Through Virtual Channels | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticleThe Sales Conversations You Need for Great Qualification | Ascender ArticleMerchants of Change: The Excuse Department is Closed | 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


Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

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 Apple Podcasts, Spotify, or our website.

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:
Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseBuilding Champions for Life | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticlePlan to Make the Plan | PodcastPlan 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 Apple Podcasts, Spotify, or our website.

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:
Get MEDDICC Certified on Ascender!The Currency of Value | Ascender ArticleArticulating Value and Differentiation After the Sale | PodcastProviding Value in Discovery | 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.

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 DifferentiationHow to Stack Rank the Required CapabilitiesKeeping the Focus on ValueAligning your Proof Points to Your BuyerThe session will be recorded. Click Here to Register