The Audible-Ready Sales Podcast

Force Management
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The Audible-Ready Sales Podcast

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. -2 J

    Improving Your Metric-Based Conversations

    In this episode, we cover one of our most popular topics among our listeners: metrics. And its popularity is well warranted, as it remains a major stumbling block for many reps. John Boney joins us to give pointers on leveraging metrics to strengthen deals while steering clear of the common pitfalls. He discusses: The different types of metrics and what matters to whom.Why reps tend to struggle with higher-level metrics.Asking the right questions to align with the customer’s metrics.Turning metrics into proof points. Here are some additional resources: Get MEDDICC Certified on Ascender!Achieving a Collective Yes | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseNavigating the Political Landscape | Ascender CourseAscender’s Best Content on Value-Based Selling | Ascender ArticleHow Big is the Pain: Identifying Pain with MEDDICC | Ascender ArticleA Perspective on Metrics in MEDDICC | Ascender VideoFreezing Up With Metrics and PBOs | PodcastUsing Metrics Effectively in Your Sales Conversations | 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.

    20 min

  2. 12 NOV.

    Selling to Experienced Buyers: Don't Miss This!

    Have you checked out Ascender yet? Our online platform to help reps with the daily grind of sales.  Don't miss our upcoming events:  Webinar: Selling to Experienced Buyers with Antonella O'Day  - Register here: https://hubs.la/Q02XTCl_0 Visit the Ascender Platform: https://my.ascender.co/Ascender/Explore Check out Ascender's Community: https://community.ascender.co/

    1 min

  3. 5 NOV.

    Aligning to Corporate Priorities

    As we approach the end of 2024, many companies are in the process of setting their priorities for the new year. In today’s episode, John Kaplan talks about aligning your solution with the corporate priorities of your customers as opposed to simply a department. He discusses: The need to talk to those with access to discretionary funds.Understanding the problems that you solve and the implications of those problems.Questions that will reveal the initiatives the Economic Buyer prioritizes.Obtaining a comprehensive view of the buying organization and being able to traverse it fluidly.Advice on selling to the CFO. Here are some additional resources: Get MEDDICC Certified on Ascender!Getting to the Economic Buyer | Ascender CourseHow to Get Higher in Your Prospect’s Organization | Ascender ArticleEngaging the CFO | Ascender ArticleOur Best Content on Selling to the C-Suite | Ascender ArticleRise Above the Noise | Ascender VideoSelling to More Decision Makers | Force Management Article Broadening Your Sales Conversations | PodcastAscender Insights: Selling to the CFO w/ Jim Kelliher 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

    20 min

  4. 29 OCT.

    Staying Tethered to Accounts

    Maintaining contact with accounts provides many benefits for an organization, and salespeople play a huge role in setting the foundation for a long-term relationship between two companies. Today, Brian Walsh draws on his wealth of experience to explain what reps must do to keep their organization tethered to accounts. Topics of discussion include: Having a mindset of long-term growth and lifetime value.Laying the necessary pre-sale groundwork to remain tethered to an account post-sale.Positioning yourself to be able to ask the buyer for access.Avoiding mistakes reps often make when trying to stay tethered to accounts.Additional strategies to stay in touch with customers. Here are some additional resources: Get MEDDICC Certified on Ascender!Getting to the Economic Buyer | Ascender CourseHow to Add More Value to the Sales Process | Ascender ArticleBuilding Up Your Referral Business | Ascender VideoTime to Value | PodcastWhat the Best Salespeople Do | 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

    25 min

  5. 22 OCT.

    Controlling the Deal

    Staying in control of a deal is all about qualification. Today, John Kaplan gives advice on being proactive, not reactive, in ensuring that the deal progresses in your favor and with urgency. He talks about: Being prepared for and adjusting to unforeseen changes.Dealing with the entrance of a new competitor.Qualifying proactively with MEDDICC.The importance of meeting the buyer where they are. Here are some additional resources: Get MEDDICC Certified on Ascender!Validating Champions | Ascender CourseAdapt and Deliver: Positioning Value During Changes | Ascender ArticleOur Best Content on Decision Criteria | Ascender ArticleBeing Audible-Ready to Change Tracks in Sales Conversations | Ascender ArticleKey Steps for Qualifying Your Deals | Ascender VideoWhen Leadership Changes in Your Prospect Account | PodcastMaking MEDDICC Work for You as a Rep | 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

    16 min

  6. 15 OCT.

    Dealing with Rejection in Sales

    If you’re a seller, you already know that rejection is a way of life. Unfortunately, a negative mindset about rejection remains the barrier that prevents many salespeople from reaching their fullest potential. In this episode, John Kaplan explains how to handle rejection in a way that sets you up for success down the road. He discusses: Viewing rejection as a learning opportunity instead of a failure.Taking yourself out of it and becoming unoffendable.Leaving the door open for conversations down the road.The importance of resilience in sales. Here are some additional resources: Get MEDDICC Certified on Ascender!Objection Handling | Ascender CourseTraining the Seller’s Brain for Positivity | Ascender ArticleBuilding Your Pipeline | Ascender VideoBuilding a Rhythm Around Pipeline Generation | PodcastRoger Federer’s Commencement Address at Dartmouth 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

  7. 8 OCT.

    Technical and Business Pain

    Sellers must understand the more detail-oriented technical pains as well as the wider-ranging business pains of a customer’s organization. Elite salespeople are able to balance both worlds. You should be able to speak with those involved with the operational aspects of a company, learn their pain through effective discovery, and then move up and tie those technical pains with business issues that will catch the attention of C-level executives. In this episode, John Kaplan explains in depth the differences between technical and business pains, how elite sellers connect the two, and the importance of getting customers to put on their coat of pain. Here are some additional resourcesEnable Your Salespeople to Help Buyers Stand in the Moment of Painhttps://bit.ly/2ZEoRgIFinding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3IjzrRb Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    9 min

  8. 1 OCT.

    Three Tactics for Handling Objections

    Your customer may raise an objection at any point during the sales process, and there is an infinite number of objections a customer may propose. In this episode, Antonella O’Day discusses the mindset salespeople need to handle objections, and she explains three tactics sellers can apply to successfully deal with them. These tactics are: Showing the customer that you hear their objection.Understanding the customer’s why.Reframing the customer’s objection. Here are some additional resources: Get MEDDICC Certified on Ascender!Objection Handling | Ascender CourseDeepen Your Discovery | Ascender CourseKey Ways to Prepare for Customer Anchors in Sales NegotiationsTurn Skepticism Into Opportunity | Ascender ArticleHesitant Buyers and Price Objections | 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

    15 min
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À propos

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.

Informations

  • Création
    Force Management
  • Années d’activité
    2015 - 2024
  • Épisodes
    297
  • Classification
    Tous publics
  • Copyright
    © Copyright Sweet Fish
  • Site web de l’émission
    The Audible-Ready Sales Podcast

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