275 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.

    Knowing When to Walk Away From a Deal

    Knowing When to Walk Away From a Deal

    In today’s quick discussion, John Kaplan sheds light on a challenging decision for many reps: walking away from a deal. As ever, John shares the no-nonsense approach to sales qualification that has brought value to so many. This episode’s talking points include:
    The importance of voracious qualification.Signs that you should consider leaving an account.Common gaps in deals that require sellers to take action.Generating a significant enough pipeline to prevent the need to cling to a lost cause.
    Here are some additional resources:
    Get MEDDICC Certified on Ascender!Prospecting Certification | Ascender Course SeriesImprove Sales Qualification: Know When to Walk Away | Ascender ArticleThe Sales Conversations You Need for Great Qualification | Ascender ArticleAscender’s Best Content on Decision Criteria | Ascender ArticleBuilding a Rhythm Around Pipeline Generation | PodcastBeing Confident in Your Selling Process | 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.

    • 9 min
    Do You Really Have a Champion?

    Do You Really Have a Champion?

    Finding a true Champion remains one of the biggest stumbling blocks for sales reps, as evidenced by the number of requests we continue to receive on the topic. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, has observed a great deal over the years about how sellers typically go about pursuing Champions, and he would like to share his insights with you. In this episode, Pouli clarifies a number of misconceptions commonly held by reps related to Champions, and he offers advice to help set you on the right track. Points of discussion include:
    Why reps often think they have a Champion when they do not.Indicators that you have a true Champion, and questions to help you determine whether someone is a Champion.How to move forward in your relationships with those you have come to realize are not truly Champions.The concept of “Champions Amnesty.”
    Here are some additional resources:
    Get MEDDICC Certified on Ascender!Building Champions for Life | Ascender CourseValidating Champions | Ascender CourseBuilding Rapport Through Virtual Channels | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticleAscender’s Best Content on Champions | Ascender CourseCommonly Asked Questions About Champions | PodcastAligning With Your Champion | 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...

    • 18 min
    Five Areas Where You Need Consistency

    Five Areas Where You Need Consistency

    A comprehensive knowledge of sales fundamentals means nothing if you fail to apply it consistently. Today, John Kaplan discusses five areas that demand consistent application of reps looking to be elite. They are:
    Pipeline generation.Building relationships.Discovery.Qualification.Avoiding excuses.
    Here are some additional resources:
    Get MEDDICC Certified on Ascender!John’s LinkedIn Post About Commitment and ConsistencyBuilding Rapport Through Virtual Channels | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticleThe Sales Conversations You Need for Great Qualification | Ascender ArticleMerchants of Change: The Excuse Department is Closed | Ascender VideoBuilding a Rhythm Around Pipeline Generation | 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
    Three Ways to Save Time as a Quota-Carrying Rep

    Three Ways to Save Time as a Quota-Carrying Rep

    If you’re trying to exceed your quota this year, you need to make sure you’re spending as much time as possible on high-value sales activities. Elite salespeople execute in a way that helps them efficiently qualify and advance deals. In this episode, Antonella O’Day runs through three key ways you can save time as a rep. 

    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 of a similar nature 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 Podcast at Apple Podcasts, Spotify, or our website.

    • 16 min
    Pursuing a Competitive Account

    Pursuing a Competitive Account

    How do you approach an account into which competitors are already firmly ingrained? How do you break a continuous cycle of rejection in favor of your competition? John Kaplan tackles these ever-pertinent questions in this episode. Today’s talking points include:
    John’s personal experience in surmounting competitors embedded in deals.Why ingrained competition is not a deal-killer.Approaching the buyer with an honest and patient discovery process.Offering the customer a strategic discount.Building Champions in a competitive account to give you the edge.
    Here are some additional resources:
    Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseBuilding Champions for Life | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticlePlan to Make the Plan | PodcastPlan to Make the Plan |  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.

    • 20 min
    Time to Value: How to Sell When You Need to Show Value Quickly

    Time to Value: How to Sell When You Need to Show Value Quickly

    Regardless of the length of your implementation window in an opportunity, you must show your value. Brian Walsh joins us today for a quick discussion about how to successfully demonstrate value. He discusses:
    Developing a roadmap with short-term metrics.Helping the customer to see the business-wide benefits of your solution.Setting expectations that are high but realistic.
    Here are some additional resources:
    Get MEDDICC Certified on Ascender!The Currency of Value | Ascender ArticleArticulating Value and Differentiation After the Sale | PodcastProviding Value in Discovery | 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.

    • 12 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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