176 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 • 67 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.

    Working Through a Slump

    Working Through a Slump

    Maybe you’ve hit a bit of a slump. Perhaps you’ve been down on your luck lately. You are not alone—as sellers, it’s disheartening when nothing seems to be going our way. It comes with the territory. How do you counteract a slide in fortune? John Kaplan shares some spirit and insight regarding steps to take to get out of a slump.
    Here are some additional resources
    How to Determine Where Your Sales Team is Struggling the Most
    Overcoming Sales Challenges: Change the Decision Criteria
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    • 10 min
    Selling When Budgets are Tight

    Selling When Budgets are Tight

    There is always the possibility of a recession or financial downturn. During such times, companies are inclined to tighten their budgets, which may make salespeople like you nervous, to say the least. How do you sell effectively when your customers are focused on minimizing unnecessary costs and reevaluating their current budget line items? Get customer focused. People buy for three reasons: your solution will increase revenue, decrease cost, or mitigate risks. In this episode, John Kaplan shares how to align your solution with big business issues that will drive urgency from buyers.
    Here are some additional resources
    Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative
    Get Busy: Advice for Salespeople w/ John Kaplan | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    • 10 min
    Technical and Business Pain

    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 resources
    Enable Your Salespeople to Help Buyers Stand in the Moment of Pain
    https://bit.ly/2ZEoRgI
    Finding the Business Pain w/ John Kaplan | Podcast
    https://apple.co/3IjzrRb
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    • 8 min
    Why Are You Losing?

    Why Are You Losing?

    All sellers occasionally go through rough periods. Maybe you’ve had some bad breaks or customer shake-ups. John Kaplan explains why you might be losing and offers suggestions for how to move forward after low periods, including attaching to the prospect’s biggest business issues, influencing decision criteria with your differentiation, and having reliable Champions and Coaches to support your opportunities.
    Here are some additional resources
    Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights 
    Sales Best Practices: Attach to the Biggest Business Problem 
    Overcoming Sales Challenges: Change the Decision Criteria 
    Beyond the Win/Loss Data with Tim Caito | Video  
    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    • 11 min
    Using Customer Testimonials in Your Sales Process

    Using Customer Testimonials in Your Sales Process

    Both sellers and buyers today recognize the power of testimonials when it comes to influencing customers to purchase a product or service—it’s ingrained in our society. However, it may be difficult for reps to determine where exactly they fit in when it comes to testimonials. What is your role? John Kaplan explains how to effectively leverage testimonials in a sales process to maximize the success and size of your deals.
    Here are some additional resources
    Four Ways to Use Customer Testimonials in Your Sales Process
    Maximize the Effectiveness of Proof Points in Your Sales Conversations
    Develop Proof Points That Make an Impact
    Methods to Increase Sales: Nailing Your Proof Points 
    Maximize the Effectiveness of Proof Points w/ John Kaplan | Podcast


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .

    • 12 min
    Working for a Bad Manager

    Working for a Bad Manager

    We’ve all worked for someone who we didn’t think was that great as a manager. How do you, a seller, handle the scenario in which you’re working for a bad manager but aren’t quite ready to leave? John Kaplan shares some advice on how to improve your work experience when in such a situation and what to look for in your next company.
    Here are some additional resources
    How to Ensure You're Selling For A Great Company
    Signs You're Working for a Company That's Staged for Growth


    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

    • 22 min

Customer Reviews

4.7 out of 5
67 Ratings

67 Ratings

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!

CochRW ,

Best sales podcast

Tried a few other sales podcast over the last few months and this one is by far the best. Listening always provides me with actionable and fresh insight. Thank you!

Top Podcasts In Business

Ramsey Network
iHeartPodcasts
NPR
Jocko DEFCOR Network
Barstool Sports
Ed Mylett

You Might Also Like

Force Management
Nick Cegelski & Armand Farrokh
The Investor's Podcast Network
huntersandunicorns
Daily Stoic | Wondery
Sam Parr, Shaan Puri & The Hustle