The Audible-Ready Sales Podcast

Force Management

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.

  1. HACE 6 DÍAS

    When to Back Up Your Deal

    In this episode, Rachel and John dive into a critical moment every seller faces: recognizing when it's time to pause, reassess, and reset a deal. They explore how to identify red flags, reframe conversations, and re-engage buyers without losing credibility. Visit these other episodes for more on this topic. Go High, Go Low – Adjusting Your Sales Conversation Learn how to shift your conversation up or down the org chart when your deal is stalling or misaligned.Confidence and Conviction This episode explores how to re-engage with confidence when you need to reset a deal.Influencing Your Customers’ Solution Requirements A key skill when backing up a deal—this episode dives into how to shape decision criteria around your differentiation.Competing Initiatives: Moving Your Deal Forward When your deal is stuck behind other priorities, this episode helps you reassess and reposition.The Outcome Conversation Focuses on aligning with buyer outcomes—critical when reframing a stalled opportunity.

    19 min

  2. 22 JUL

    Selling to the Government in Today’s Environment

    In today’s special episode for those selling to government agencies, John Boney joins Rachel to discuss how to respond and adapt to changing federal priorities in the current landscape. He explores the concept of “value drivers” and explains how reps can uncover them with effective, mission-oriented questions. John also talks about the need to align with the client’s procurement process, focus on ROI for the agency in question, build a stakeholder map that allows you to adapt your narrative for the value lens of every stakeholder, and manage the often-overlooked post-award delivery phase. Here are some additional resources: Get MEDDICC Certified on Ascender!Deepen Your Discovery | Ascender CourseChanging Your Approach with Procurement | Ascender CourseRemember These Key Steps to a Value-Based Sales Conversation | Ascender ArticleFour Questions to Ask About Your Most Critical Accounts | Ascender ArticleKeeping the Focus on Value | PodcastHow to Uncover Buyer Needs | PodcastAligning Sales Strategies with DOGE Priorities: Navigating the New Federal Marketplace | Webinar 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

    18 min

  3. 15 JUL

    Handling New Product Launches

    Today, Brian Walsh joins Rachel to talk about the mindset sellers need to have when their company launches a new product. He walks through key considerations for reps to weigh during the enablement process, such as figuring out what problems the product solves and the outcomes it can drive, determining your ideal customer profile, staying honest to avoid overpromising, and discussing technical features while maintaining value-based discipline. Here are some additional resources: Get MEDDICC Certified on Ascender!5 Attributes of Effective Presentations | Ascender CourseOpening Statements | Ascender CourseStorytelling in the Sales Process | Ascender CourseUnlocking Prospect Insights with AI Prompts | Ascender ArticleThe Single Selling Motion | PodcastBeing an Effective Sales Coach | 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

    14 min

  4. 8 JUL

    What Elite Sellers Do

    In today’s episode, John Kaplan joins Rachel to talk about the steps necessary to be an elite seller. He goes through and explains the habits and behaviors consistently exhibited by the most elite reps, including disciplined and intentional execution, preparing insightful questions to aid discovery, shifting the conversation from their own solution to the customer’s business pain, and influencing the Decision Criteria with differentiation backed up by value. Here are some additional resources: Get MEDDICC Certified on Ascender!Aligning Sales Planning and Execution Disciplines | Ascender CourseObjection Handling | Ascender CourseAttaching to the Biggest Business Problem | Ascender CourseSelling to the C-Suite | Ascender CourseHow to Ask Questions that Highlight Your Solution’s Differentiation | Ascender ArticleCreating Urgency with Your Customer | Ascender VideoAligning with Corporate Initiatives | PodcastPreparing for Sales Conversations | PodcastThree Tactics for Handling Objections | 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

    18 min

  5. 1 JUL

    The Mindset You Need When You’re New to Sales

    Today, Force Management facilitator Jim “Pouli” Pouliopoulos joins Rachel to talk about finding the right mindset as a new sales rep. He advises prioritizing process over outcome when starting out, maintaining a growth mindset, and staying focused on trying to help prospects personally and professionally. Pouli also shares tips on overcoming common struggles faced by new sellers, such as a lack of clarity and fear of rejection. Check out Pouli’s book, How to Be a Well Being, and connect with him on LinkedIn. Here are some additional resources: Get MEDDICC Certified on Ascender!Active Listening | Ascender CourseObjection Handling | Ascender CourseDeepen Your Discovery | Ascender CourseTraining the Seller’s Brain for Positivity | Ascender ArticleAsking for Help | Ascender VideoDealing with Rejection in Sales | PodcastCarefrontation | 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

    21 min

  6. 24 JUN

    Competing initiatives: Moving Your Deal Forward

    Enjoy this replay of a great episode with John Kaplan. Sellers often hear from prospective customers that they have too much going on and thereby cannot take on a solution. When you’ve got numbers to hit, how do you get a prospect to prioritize your solution over the other initiatives they are considering? John Kaplan joins us to share how best to align your solution with the business issues that matter most to a customer. Here are some additional resources:https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internallyCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    8 min

  7. 17 JUN

    Questions to Ask About Your Deal

    Today, Antonella O’Day joins Rachel to discuss questions that reps can ask themselves to maximize their ability to qualify deals. These questions, among other benefits, will provide reps with clarity on whether you understand the customer’s business problem, whether the customer understands your solution’s differentiation, and how best to make use of your Champion in the qualification process. Here are some additional resources: Get MEDDICC Certified on Ascender!Lead Qualification | Ascender CourseAchieving a Collective Yes | Ascender CourseHow to Ask Questions that Highlight Your Solution’s Differentiation | Ascender ArticleHow to Convince Your Customer to Take Action in Your Sales Process | Ascender ArticleHow to Compete Against “Do It Internally” in the Sales Process | Ascender ArticleHow Do I Get My Customer to See the Importance of My Differentiation? | Ascender VideoWhen Customers Want to Do It Themselves | Podcast• Competing Against Other Priorities | 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

    15 min

  8. 10 JUN

    Differentiation

    Enjoy this replay of a great episode with John Kaplan. There’s not a salesperson out there who doesn’t want more wins and bigger deals. The most elite salespeople are strategic about how they align their solution’s differentiation to their buyer’s needs and as a result, they’re able to win more, high-value accounts. John Kaplan shares, where most reps are challenged when it comes to differentiating their solutions and the skills these reps can focus on to significantly improve their bottom line.  Here are some additional resources: Stacking Customer Requirements in Your FavorHelping Buyers Reach Their Own ConclusionsThe Missing Link Between Your Differentiation and Your Buyers Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    16 min
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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.

Información

  • Creador
    Force Management
  • Años de actividad
    2015 - 2025
  • Episodios
    335
  • Clasificación
    Apto
  • Copyright
    © Copyright Sweet Fish
  • Mostrar sitio web
    The Audible-Ready Sales Podcast

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