The Audible-Ready Sales Podcast Force Management

Whether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more experience. He shares lessons he wishes he learned earlier in his sales career. 

Here are some additional resources:Selling to More Experienced ProfessionalsOvercoming the Seller Deficit DisorderGetting Comfortable with Uncomfortable Conversations
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Sales is a game of inches, and great discovery gives you an edge over the competition. A well-executed discovery process helps not only you, but also your customer. In today’s episode, John Kaplan shares his best insights on leading mutually beneficial sales conversations. Topics under discussion include:
The importance of two-sided discovery.On-ramps to customer conversations.The three buckets that salespeople must fill in every customer conversation.The need to meet customers where they are.Keeping abreast of your standing with the customer and observing their level of engagement in conversations.
Here are some additional resources:
Get MEDDICC Certified on Ascender!Discovery Process | Ascender CourseDeepen Your Discovery | Ascender CourseThe Currency of Value | Ascender ArticleArticulating Value and Differentiation After the Sale | PodcastOwn the Next Step in Your Sales Meetings | PodcastClosing the Sales Conversation | 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.

Getting your initiative to stand out in a sea of competing priorities is no small task, but it can be achieved with a proper understanding of the client’s most urgent business needs. Today, Antonella O’Day joins us once more to share strategies that will help you rise above the noise and assert your solution as a must for the customer. She goes over:
Ways to continually assess the priority of your initiative as a deal progresses.Questions to ask your customer that will give you a sense of the standing of your deal among the customer’s other priorities.Maintaining relationships with key individuals in an account to achieve broader buy-in.Remaining on the lookout for red flags indicative of an unvalued solution.
Here are some additional resources:
Get MEDDICC Certified on Ascender!Achieving a Collective Yes | Ascender CourseAscender’s Best Content on Champions | Ascender ArticleRise Above the Noise | Ascender VideoHandling Competing Initiatives | 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.

In this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers:
The basics that need to be in place so you can create and capture value after the initial deal.How to stay tethered to the account and multi-thread yourself during the customer success phase.How to approach conversations in implementation and ongoing use to make sure value is top of mind.The importance of a quarterly value review.
Here are some additional resources:
Negotiation Mindset | Ascender CourseMaking 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.

In many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on competing priorities. Topics under discussion include:
Aligning your solution with the customer’s challenges.Using your discovery process to answer key questions about the customer.Leveraging MEDDICC to account for competing initiatives.Going against “do nothing.”
Here are some additional resources:
Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseDealing with the Competition | Ascender VideoRise Above the Noise | Ascender VideoThe Coat of Pain | Ascender VideoMaking Your Competitor Nervous | Ascender 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.

A great discovery session requires great questions. In this episode, John Kaplan shares his insights on asking pertinent discovery questions. He discusses:
Preparing for a discovery session with an agenda.Earning the right to ask deep discovery questions.Asking questions that allow you to align your differentiation with the buyer.Tips for wrapping up a sales call.
Here are some additional resources:
A list of the questions John shared in the podcast: https://bit.ly/42AXxAZGet MEDDICC Certified on Ascender!https://rb.gy/skge08Deepen Your Discovery | Ascender Coursehttps://rb.gy/k1ygvpEarning the Right | Ascender Videohttps://rb.gy/bk2tcwTwo Questions That Will Improve Your Sales Conversation | Ascender Articlehttps://rb.gy/58dyg1Ascender’s Best Content on Decision Criteriahttps://rb.gy/daait9
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.