262 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
    • 4.7 • 75 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.

    Tips for Asking Great Questions

    Tips for Asking Great Questions

    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.

    • 26 min
    Tackling the Competition

    Tackling the Competition

    You will inevitably face some form of competition in every deal. In today’s episode, Patrick “Paddy Mac” McLoughlin shares various tips on figuring out who your competitors are and positioning your solution as a top priority in the customer’s mind. Topics under discussion include:
    Gaining intel about a competitor’s activities within an account.Developing trust with a client over time.Questions to help you define your differentiation.Talking to the customer about renewals.Addressing solution requirements that a competitor is better equipped to fulfill.
    Here are some additional resources:
    Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseAscender’s Best Content on Decision CriteriaMaking Sure the Customer Understands Your Differentiation | Ascender VideoStacking Customer Requirements in Your Favor w/ Marty Mercer | 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.

    • 18 min
    Where People Go Wrong with MEDDICC

    Where People Go Wrong with MEDDICC

    In this podcast, we take a lot of the chatter we’ve heard about MEDDICC and break down our point-of-view about the methodology. John Kaplan sets straight some misconceptions and misapplications about the popular qualification framework. He discusses:
    MEDDICC’s common misuse as a compliance tool.How to properly incorporate MEDDICC as a manager.Using MEDDICC throughout the entire customer engagement process.
    Here are some additional resources:
    Get MEDDICC Certified on Ascender!Avoiding MEDDICC Traps | Ascender LiveKey Things to Remember About MEDDICC | Ascender ArticleMaximizing MEDDICC Results | Force Management eBook
    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.

    • 17 min
    When Customers Go Dark

    When Customers Go Dark

    All salespeople know of the frustration that comes with seeming abandonment by the customer. In today’s episode, Force Management Facilitator Diana Sheley joins us to share the action steps needed to recapture the customer’s interest. She talks about:
    The most common reasons why customers go dark.The importance of finding the customer’s business pain.Speaking to the right people in the organization.Keeping track of the customer’s shifting priorities.
    Here are some additional resources:
    Expand Your Understanding of the Competition | Ascender Coursehttps://rb.gy/pckpr1Moving Buyers to Action | Ascender Articlehttps://rb.gy/353bvjWhen Leadership Changes in Your Prospect Account | Podcasthttps://rb.gy/hjuvep
    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.

    • 10 min
    What Makes a Sales Negotiation Different

    What Makes a Sales Negotiation Different

    Though training companies tend to lump negotiation skills into one bucket, sales negotiation has its own nuances that make it unique. Today, Tim Caito joins us to explain the elements that differentiate sales negotiation. He discusses:
    Why negotiation is a process, not an event.Managing a successful ongoing relationship with the customer.The need to negotiate with the individual with the ability to finalize an agreement.Broadening the value of your solution.
    Here are some additional resources:
    Negotiation Mindset | Ascender Coursehttps://rb.gy/0phz28Anchors and Give-Gets | Podcasthttps://rb.gy/jydio9The Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/7aysitShifting the Negotiation Away From Price | Podcasthttps://rb.gy/i8qtvlNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/66boscHow to Use “Most Likely Alternatives” to Improve Sales Execution | Podcasthttps://rb.gy/gu9n8y
    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.

    • 21 min
    Moving into a Sales Manager Role

    Moving into a Sales Manager Role

    Are you an individual contributor and want to move into a manager role? This podcast is a must-listen. John Kaplan runs through:things you need to make sure you’re aware of before you make the jumphow best to communicate your wish to be a managerwhat you need to be prepared for when you get the role
    Don’t miss this episode!


    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.

    • 19 min

Customer Reviews

4.7 out of 5
75 Ratings

75 Ratings

lb24555666 ,

Great podcast!

Love the information and the way it’s presented.

Chuck Daymude ,

Outstanding Content Week After Week

Being a sales leader I am constantly looking to up level my game and also the game of my team. One part of being best in class means always working on ones skills. This Podcast delivers the tools for sellers and sales leaders to consistently up level their own game in the ever changing landscape of enterprise software sales. Thank you John Kaplan, Paul Demore, Rachel, and the rest of the team for delivering USEFUL and MEANINGFUL content to your listeners. Good selling all!d

Mleutz ,

Tremendous tools

Very appreciative of the valuable tools and perspectives shared by the team at Force Management!

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